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It really doesn't work well when you do that because then they just get really pissed off

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Welcome to the gym secrets podcast where you talk about how to get more customers how to make more

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Procustomer and how to keep them longer and the many failures and lessons that we have learned along the way

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I hope you enjoy and subscribe

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Hey, what's going on everyone? Happy Monday. Hope you guys are rocking and rolling and steam rolling through the week with a strong start

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I wanted to make this a quick video how to have hard conversations and hard times because I had

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Sorry for my voice sounds worse. I've just been on calls all day long

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I just got off a one hour call with our gym owners

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Because I'm doing these every day now to just make sure everyone's cool and everyone's you know, just

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Everything can get answered within a day, right? That's kind of my goal. So anyways

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And I had a gym owner who came up and was like hey, you know, I had all my trainers get together and they were like

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Hey, we're not happy with what we're getting paid

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We want a 60 40 split on the revenue from the gym, right?

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And I got I got literally like so visibly pissed off like I felt like it was happening to me and

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And so I wanted to kind of walk you through what I think has been and like I'm somebody who a lot of like I have gotten better over time as I've been more weathered

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But I used to get really angry with that kind of stuff and so I've I've kind of adapted and so

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Typically what I found is that when people have these really harsh responses to decisions

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That we've had to make in hard times like a lot of us are making a lot of hard decisions right now

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And it's just part of the circumstances. You know, I mean it comes with the territory

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And so we have to accept that

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But I think there's definitely a good and a bad way of doing it

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And so the way that I think I used to do things was I would make decisions and then I would come down the hill and then like

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Show them the commandments, you know what I mean like I was I was the almighty in my business

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But the reality is um

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It it really doesn't work well when you do that because then they just get really pissed off

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Um, and they're like screw this guy he doesn't know the bum all right

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And then they start forming these little coalitions these little factions behind your back

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And so I think it's far more productive to kind of do it in this framework and so

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First off whenever I have to introduce a new change we remind them of the vision right which is like where we trying to go

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Right, so it's like hey guys like before we get going on

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We got a lot a lot of stuff we got to get through but I sort of like like because everybody here is still in it to try and help people

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You know change people's lives really better the communities. Everyone here's still on the same page. Everyone still want that goal

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And if everyone's like yes, it's like okay cool

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So that's so we've kind of put that as the as the lightpost right is like that's where we're headed. That's where we're trying to go all right

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And so um because of that like because we're still trying to accomplish that mission things outside have obviously changed

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Right would you guys agree with that like circumstances have changed right okay cool

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And so right now we're bringing in

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less than what we're spending and so if we want to accomplish that goal of transforming the community etc

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We have to change something and so this is what I these are the variables I'm considering right now all right

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And so it's like we're still we still have to pay rent we still got to pay these marketing costs

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We still got to pay this uh and this and this and so there's kind of these are the three options that I see right option number one is that

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Everyone everyone here takes two weeks off a month right so that's one option all right option two is we just

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Have to let go of half the staff so that when we come back that there's something to come back to right

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And that's me literally trying to keep that vision alive because otherwise we won't we won't be able to step we want to be able to stay afloat all right

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And then

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Option three is you know we structure this this new way where everyone everyone works full time

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But for half pay and I'm starting with my own pay all right

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So I'm taking a pay cut I'm taking half of what I normally take or less than that or I'm taking home zero right now

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All right, so I'm starting like y'all are gonna get paid. I'm getting paid nothing

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Okay, and so if you start like that it's like we're in this together right and we say that you can present the options

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You can be fairly forthcoming is like I honestly like I'm leaning more towards like hey if you guys are all still in this with me

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I'm taking zero if you guys can take half then like we can make it through this right

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If you'd rather me just say like you know

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If half of you are comfortable with that then like if you want to leave then that works and I can keep you know

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The other half of you at full pay like that's one that's one solution

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Um, but I just want to know what you guys want

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Real quick guys if you can think about how you found this podcast somebody probably tweeted it told you about it

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Share it on Instagram or something like that the only way this grows is through word of mouth

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And so I don't run ads. I don't do sponsorships. I don't sell anything

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My only ask is that you continue to pay it forward to whoever showed you or however you found out about this podcast that you do the exact same thing

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So if it was a review if it was a post if you do that it would mean the world to me and you'll throw some good karma out there for another entrepreneur

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Now obviously only offer offer options that

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Yet you would support right and I think why this kind of approach works is because you're not presenting

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Your decision you're presenting options and allowing them to participate in the decision and then they have ownership over the outcome

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And so then they get more bought in and they understand why

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Because most times what I've given a decision from the mountaintop and like this is how it's going to be

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If people don't get why you made the decision they resent the decision where they think you're an idiot

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And it's usually because they just don't have the information you had

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So I'm going to give you a different example that still illustrates this and it's another kind of hard conversation

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That some of you may have already had or will have in the future

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Which is sometimes you have to let a trainer go right sometimes it just doesn't work out. It's okay. It's part of business

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Right, but I've let trainers go and then had a swath you know or whatever the term is a gaggle

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You know of of of clients come up to me like that was a big mistake

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Rachel was awesome

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We loved Rachel I only came here for her right and just point their finger at me right

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And I would and I took that and I was like man this really sucks

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And so rather than like lash back or talk shit right which you should do you can't do it as an employer right which you know

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It sucks because you'd love to just tell them why you're letting go but you can't and virtually every state

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And so you got to be like you know miss the tops and I totally understand where you're coming from

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I can tell you that this is this this decision really weighed on my heart and

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So I just want to ask you a couple questions that might make this you know

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Make the decision makes more sense to you

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So first off is there anybody who you think has a higher investment in having you have an amazing experience here

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Than me the owner of the business right yes, okay cool

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The fact that you are a distra that Rachel left shows me in some way that you care which I really appreciate right

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So thank you for caring enough to even tell me

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um

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And for you know in some way having the faith that like if you liked Rachel you kind of liked like the

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The selection that I made for the trainers that we had because I was a little higher. So I I really appreciate that

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So I just want you to know like thank you for coming number one now

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The the sad part of just kind of business ownership one of the hardest parts of business ownerships is that I cannot share

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All of the information around a decision because of legal reasons right so for example

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I'm saying nothing about Rachel. She's an amazing person

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But for example if Rachel had stolen something if we had you know concerns with theft

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I wouldn't be able to share that with you if we had a sexual complaint from a member

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I remember that would you think that I would be something that I should handle right of course

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Right if I had that I could not disclose that to you right

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I'm not saying Rachel did that but I'm saying

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Like so do you think that there it may be possible that I have more information that I'm working with than you are to make this decision

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Do you think it's possible yes? Okay, so here's what I would bet

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I would bet that if I if I were able to open up the kimono and show you all of the information that I have here

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You probably would have come at the same decision that I had and probably even sooner than I am because you're way smarter than I am

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Right you probably would have made the decision sooner and so all I'm asking you to trust me that I really want this business to see just as much

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You're probably more than anyone else be I appreciate that you cared enough to even bring this up to me

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um and see just understand that like if you had the same information

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I do I'm sure that you probably would have come to the same decision

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But have faith if you liked Rachel

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I will find a trainer that you will like just as much as you did her

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I know it sounds unrealistic right now, but there's always a way

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And we're dedicated having an amazing experience for you all right and so

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um

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Once you like and so explaining to someone that like we don't make these decisions in a vacuum right is that we have

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Information that they don't have to make this decision and if they had the same information

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They would have come to the same outcome right and so just like we're explaining to the to the upset client about Rachel leaving

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It's the same thing when you're talking to your trainers when you're like listen

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These are the variables right and so the gym owner who who brought this up had his trainer say they wanted a 64-year split of the revenue

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And I was like you guys probably assume that I just like take 60 percent

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I just walk my way to the bank, right? That's what you that's what I'm assuming. It's what you think right

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So let's let's walk through this

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Of a hundred dollars that comes in the door. I was like do you know what the margin this business is?

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Do you know? I was like it's 12 percent. That's the margin

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So if we've lost 20% current just through this whole corona thing we lost 20%

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You guys show up to work and you get paid right?

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I show up to work and not only do I not get paid I lose money

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So I work as many we're more hours than you and I lose money. Do you feel like that's fair?

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No, of course, it's not fair, but that's that's how business is right

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And so we have to make these adjustments because it's just math right and so if you think that giving 20% to you for this

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You're getting 20% actually getting paid this month

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The 80% is to keep the fucking doors open right? I'm getting zero

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80 is what it takes to run this thing right and so

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It's just understanding. I'm not laughing my way to the bank is here as you're as you're as you're getting paid

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You're getting compensated for this right and you also don't have to take on risk

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I sign my name on a four hundred thousand or at least like do you guys want that?

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I have a lease for my equipment

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Do you guys want to sign your name on that? Of course now they can take my house

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You do a bad job you go home. I do a bad job. I lose my home

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You know the difference and that's why that's why these decisions are hard to make right?

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So explaining that to someone a lot of times can give them clarity because most people aren't stupid right now

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They may not operate with all the information

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But typically if you have a sane individual who has who is invested in the same outcome you do the same mission and values

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Once you present them the same information many times they will come to the same conclusion you did

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And they'll be like all right

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I understand why you did that and that's all you need is understanding right and so that being said you're like listen

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There's gonna be a million hard decisions you might not agree with all of them because shit

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I don't agree with half the decisions I'm making right now because it sucks

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Right, but I'm doing the best I can and I promise you I'm gonna make a ton more mistakes too

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But as long as you're still in this with me to get where we're trying to go

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We're gonna make it out of this all right not only that there's gonna be a lot of gyms who aren't as unified as we are

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They don't have the culture. We have they don't have the mission. We have they don't have the values

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We have and they're not gonna be able to make it out

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So don't let the virus and the flu and the pandemic win. Don't let it break us apart. Let us make it stronger

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Click their side of this as dedicated even more dedicated to the goal because now the hardship made us stronger

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All right, so that's what I'm asking for you guys. So

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Big picture that's kind of the framework that I think you can use to have hard conversations as hard times

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Hopefully that was valid before you maybe you have a trainer or coach or clients that you have to talk to

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I think the easiest thing is helping them make the decision with you

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Not that you were actually necessarily listening to what they're going to say

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But more so presenting the options as you saw them with the information that you had and a lot of times

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They're gonna understand why you did with what you did

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Maybe they want to agree, but they'll understand why

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So anyways, hope you guys have an amazing Monday

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Hope that was valuable for you. Please drop a like or comments and if you're listening on the podcast

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Please leave a review otherwise have an amazing day and I'll see you guys on the flip side. Bye