Eric Beschinski, owner of Greenfire Innovations sharing The Buyer’s Threshold – 3 Components That Shift A Prospect to A Buyer.
Ryan:
Now, I would like to introduce our speaker today who has joined us before and I thoroughly enjoyed his presentation and so did the folks who were on that meeting as well.
Ryan:
So I’d like to welcome back for everyone today.
Ryan:
Eric Baschinski from Valparaiso IN who is going to share a
Ryan:
Valuable presentation on how to convert a prospect into a customer.
Ryan:
So Eric you.
Ryan:
Have the floor.
Eric:
Alright, let me share my screen here.
Eric:
There we go.
Eric:
Hopefully that is going.
Eric:
To be working here momentarily and then I’m.
Eric:
So I’m going to.
Eric:
Start with my story a little bit.
Eric:
It’s it’s actually long and boring, so I’ll give you the short, less boring version.
Eric:
My business has been.
Eric:
A brainchild for over 13 years.
Eric:
Uh, I had a great job, was working as a sales trainer for a credit card processing company when COVID hit and they decided to furlough me.
Eric:
So for three months I wasn’t going to be working and decided to take that as an opportunity rather than operate out of fear and.
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So I wrote a book, got that out, worked on some projects, did some things, and then found out that my job went away altogether.
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So once again, there was a moment of panic, but then decided again to look at this as an opportunity and build the business that I really wanted to do.
Eric:
For like I said about 13 years, so that’s where I’m at now.
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It’s a little over well, about a year into the process of of beginning this this consultancy business.
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And so now that’s kind of the.
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Dried here we are.
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How I got your origin story, whatever.
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A little bit of a.
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Twist happened about three months ago.
00:01:53 Eric: I had a BREAK
through in my business that morning. 00:01:55 BREAK
Eric:
I had been working through.
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Some concept to tie all the things I’m trying to do together I I like visuals.
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I like unity.
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I like symbolism so I’ve been working on trying to figure this out.
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For several weeks and.
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Was struggling with it. Met with a mentor on May 21st that was the day this all happened.
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And it’s kind of went back through some notes.
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After talking with him and started.
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Sketching some things out.
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Coming up with some ideas.
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Piecing some things.
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Together that I had forgotten, I had jotted down before and.
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I really came up with what I felt was the solution.
Eric:
Uhm, in in the during that that exercise and working on that that morning, my wife texted me she has her own business as well and I was working from her shop and she said hey it’s beautiful day out today if I leave early you want to go for a motorcycle ride.
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So I said absolutely, let’s do it.
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So she came home at lunchtime.
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I did.
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I’ve been working on this all morning.
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I showed it to her and her response was that’s it.
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That’s what you’ve been looking for, and that’s going to.
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Change your audience.
Eric:
Awesome, let’s go on a motorcycle ride.
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7 hours later I’m on my couch. I have both arms bandaged. My wife had been airlifted to a hospital about 45 minutes to an hour away.
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She was there at that time.
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I had people getting food and stuff because I couldn’t do anything.
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My leg was messed up and my arms were messed up.
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And we had hit a deer on the motorcycle at about 60 miles.
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An hour, no slowing down, no time to react.
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It jumped out in front of us.
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We hit it and we’re sliding across the asphalt and fortunately as.
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Odd as it was it.
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Was at 1:00 o’clock in the afternoon in a pretty heavy, heavily trafficked, and populated area, so people stopped immediately and we had emergency responders on site.
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Before the actual emergency responders got there, an ambulance happened to be driving by and stopped and there was an army medic who happened to be at the scene.
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So we were well taken care of and we
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Actually got out of the experience with fairly minor injuries, and you know, three months later we’re pretty much back to about 99% normal.
Eric:
So why do I tell that story?
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What does that have?
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To do with everything I I come at things from a faith perspective, and even though I’m very logic and rational and and I tend to look at the natural world first.
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I really felt that there was something about that that wasn’t enough.
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Accident, and so I’ve I’ve shared that before.
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Some people think I’m crazy that’s OK, I’m good with that, but I really feel that we were both on it.
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We are both on a trajectory with our businesses.
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We have a calling on our life and on our.
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Billet business and.
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That we were very protected that day, despite the fact that we were injured.
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So that’s part of my story and that’s.
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For me that what I call that day is my personal Pearl Harbor.
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Because instead of destroying me, it actually got me into.
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This into a war.
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And so that’s kind of how I look at things that revitalize me in my business.
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And I am still working through dealing with the ramifications of the epiphany I had that morning.
Eric:
But so that’s a little bit about me and my story and where I’m coming from.
Eric:
And before I jump into the main topic today of the buyers threshold, I want to give a little bit of background as to why this is important and what this accomplishes.
Eric:
So let’s jump in here too.
Eric:
Uhm, the what I call the six pillars of sales.
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Sales is a big.
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Topic and there’s.
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A lot of things involving sales and so.
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First of those is process.
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And what I mean.
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By process is.
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Essentially an overriding system that encompasses everything that follows, so the the processes is one of the six pillars.
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And then the next is philosophy.
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So philosophy gets.
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Into the spirit of the sales process.
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And then we have a plan.
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What do I mean by plan?
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It’s how we execute the action we take for a successful sales program.
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And then there’s platform.
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What I mean by platform is what we’re standing on, what we’re speaking, in, whom we’re talking.
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To so it’s.
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To whom we’re selling and.
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How do we speak to them?
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And then pathways.
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Pathways is I’m defining that as controllable sales activities.
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So these are the.
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The individual silos of things we must do in order to be successful at sales, and then finally pulleys.
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Pulleys are the toolbox.
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This is the stuff Ryan deals with because this is the the the tools and resources that remove obstacles and empower and provide resources and come in combination.
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They lighten the load of sales so those are called pulleys.
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The first two are really dealing with brand identity.
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The second two are dealing with what I would call marketing, so this is this is conceptual.
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It’s it’s much more about how we communicate and what we’re communicating, and then the third section is about sales, which is the direct interaction with prospects and clients.
Eric:
So coming from that perspective, part of this is all part of a much bigger sales program that I coach and train, but one of the pieces of that is what I call the SCICOMP, which is your sales integrity, compass and the be trusted logo.
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The be trusted seal is all about this integrity compass, which you can kind of call the core values.
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Of sales. 00:07:52 So it’s a philosophy.
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Of sales with integrity.
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It’s about mindset and perspective around sales.
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It involves these key indicators.
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It’s the foundation for everything else.
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And so as we jump into this be trusted philosophy, obviously, as I said, it’s a spirit of sales.
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Integrity is Paramount is a.
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Foundation for helping people.
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You can.
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Help, whoops there we.
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Go but you can help by identifying problems you can help by identifying solutions.
00:08:21 Eric: You can offer a solution or multiple solutions, but you’re only going to do that if it’s actually in the customers best interest; that’s selling with integrity. 00:08:33 BREAK
Eric:
The campfire philosophy leave it better than when you walked in every interaction with a client or prospect should leave them better.
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You’re going to provide value.
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Whether they ever do business with you or not, you’re going to offer solutions, suggestions whether they ever do.
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Business with you or not, and.
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If they choose not to.
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Do business with you, are friends.
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And I believe it’s important that we honor people, and I have a very specific definition of the word honor that comes from a parenting book that I read many, many years ago and I don’t ever remember the title.
Eric:
’cause it’s something like how to stop the whining, complaining and bad attitudes in your you and your kids.
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Something along those lines.
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But they define honor as three things.
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Doing more than is expected.
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Treating people as special and having a good attitude.
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So we can honor people by treating them as special, having a good attitude towards them, and doing more than they expect of us.
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People love to buy but they.
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Hate to be sold.
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So let’s help people buy.
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And people do not buy product feats, features or prices.
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They buy people they.
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Buy emotions and.
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They buy outcomes. 00:09:47 So sales is not.
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A four letter word.
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It is time that we reclaim sales as an honorable profession, and so that’s what this is all about.
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So what is be trusted, it’s.
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Be truthful.
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Build relationship, bridge.
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Understanding, brandish stories.
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Be aware timing balance expectations that become differentiated and I’m going to breeze through this because I don’t want to take too much time today, but I’m going to.
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Go through these really.
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Quickly, so being truthful means you under promise.
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It means you do what you.
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Say you’re going to do.
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Own your mistakes.
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We’re all imperfect.
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We screw up.
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We forget things, own it and apologize and move on and solve it.
Eric:
Admit your weaknesses.
Eric:
I am not an expert in everything.
Eric:
I am not an expert in marketing.
Eric:
I am not an expert in the things that Ryan does but.
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I know my weaknesses, I know my limitations and so I focus on the things that are my strengths.
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Honesty always, always, always, don’t oversell.
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Don’t promise things.
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You can’t deliver.
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And then be transparent.
Eric:
That’s kind of like the summary, so build relationships.
Eric:
We want to be friendly, but we want to be interested, right?
Eric:
We if we show interest in other people that helps build relationship. Curiosity does the same thing by by being curious, asking questions.
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It helps build relationship.
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We want to listen.
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It’s not enough to be interested in.
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Be curious, we actually have to listen to what they say and incorporate that into the relationship and into the sales process.
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Want to be excited. Have
Eric:
You ever had somebody?
Eric:
On the phone that was trying to sell you something or you called or whatever and they’re talking like this and you can barely hear him and you can’t understand them and they don’t sound like they care anything about what they’re doing.
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That’s you don’t want that, right?
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You want to be excited.
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You want to be energetic, you want.
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To be passionate about what you.
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Do we also want to be humble so?
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Let your actions speak for you.
Eric:
If I sit here and tell you what a great coach I am, that means nothing to you, and it’s not very humble.
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Whereas if I provide valuable content in a.
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Session like this and you walk away go.
Eric:
Wow, that was really interesting stuff.
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A perspective.
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I’ve never.
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Heard before or whatever.
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For then my actions and my content speaks for my, for me and.
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I don’t need to.
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We want to be.
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Empathetic we want to put ourselves in the other person’s
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Shoes view things from their perspective.
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And therefore we want to build rapport.
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We want to bridge understanding, so seek first to understand and only then to be understood.
Eric:
And so again, that comes back to asking questions first, know the client, know the prospect and then we can share information about us in.
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Our services product.
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Brandish stories.
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Weird word, but what I mean by that is use stories as a weapon, not not that we’re trying to kill anybody with.
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Our sales but.
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It needs to be that stories are are very, very powerful and we can use illustrative stories to talk about aspects of what we do or success stories.
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About our product.
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But it’s also.
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Important that we share.
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Our story because our story helps connect.
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US to people.
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And it also helps.
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Disconnect us from people.
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There are people who hear my story, who then go like.
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I don’t ever want to do.
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Business with that guy that’s.
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OK, because the last thing I want to do is get into a business relationship.
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With somebody who.
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Then finds out we’re not a good fit.
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If I can, if I can.
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Weed out the people who.
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Absolutely don’t want to do business with me before we enter into a relationship.
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That’s way better.
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So tell your story.
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Stories are enjoyable and entertaining.
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People love stories.
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A good story.
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They’re collaborative.
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And what I mean by that is.
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As soon as you start telling a story, people start visualizing.
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Sometimes they’re even putting pictures from their own experience or people that they in their past come to mind, and so they’ve weaved those things into the story, and so the story becomes partly theirs.
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That’s really, really powerful.
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It’s also much more memorable.
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It ties into emotions which we all know is important for sales, and we’re able to tell things without telling. 00:14:12 So stories are.
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Really good at.
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Allowing us to tell things about us and about our products and services without listing product without listing features or even benefits.
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And timing.
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We need to start.
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On time we need to end on.
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Time and we need to respect their time.
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Expectations are very.
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Very important as well we need.
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To set clear expectations for any meeting we’re in with the client.
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Mr Business owner.
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I just want to let you know if this is a good fit when we’re done talking after I’ve learned more about your business and.
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I see a solution for you, I’m.
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Going to offer that solution, I’m going to.
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Ask for your business.
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If you answer no, that’s OK.
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We’ll part ways.
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But setting that expectation does a lot of things.
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One of the things it does is it removes the the.
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The mystery about what’s going to happen.
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So they their defenses can come down.
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Uh, we’re going to set clear expectations for our client and Mr.
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Business owner when you come on board with us, we have a toll free number.
00:15:16 Eric: If you have a problem with our service at any time you call that number 24/7 365, you’ll get a live person on the phone that is trained, equipped. 00:15:24 BREAK
Eric:
And available to help.
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You with your problem because if you try calling me, I’m on sales.
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Calls all the time.
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I may not.
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Be able to get to you as quickly.
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You set those expectations ahead of time.
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And you eliminate problems.
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Down the road.
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And set expectations for yourself: what they can.
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Expect from you.
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Unmet expectations create conflict.
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And finally become differentiated. 00:15:49 So you need to be. 00:15:50 Unique, you need.
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To get their attention, pique their interest.
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Separate yourself from your competition.
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And invite, or I’m sorry, and this is this.
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Is infinitely valuable.
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It’s priceless because.
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This is what nobody else is, you and you
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Alone can do whatever this is.
Eric:
Another piece of this whole puzzle and gets to the this is where we’re getting to the buyer threshold.
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A little bit is the sign map, which is your sales identity map is your higher purpose for sales.
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For your sales.
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So this is going to.
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Filter all your decision making and change.
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This is going to.
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Demand a vision and.
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Goals for your sales.
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And it should be supported by everything you do.
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In your sales.
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Bottom line is you want to help people buy for a purpose.
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So what does that look like?
Eric:
This is the buyer’s threshold, so you’ve got this red line here and everything you’re trying to do as a salesperson is is trying to push up towards that that red line.
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So you have experience you have value.
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And you have relationship.
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Relationship is at the bottom, it’s kind.
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Of the foundational element here, we’ve already talked about the importance of building relationship.
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It is foundational.
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It’s human human.
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So bottom line is people like to work with people that they know, like and trust.
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And so the.
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The relationship.
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Can sometimes.
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Be enough to sell the deal right?
Eric:
There are other people you work with that you only work with them because you know them, like them or trust them.
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Maybe it’s a family member.
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Maybe somebody who’s done a good job for you in the past, whatever.
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And regardless of their price, unless it’s ridiculous, and regardless, if there’s a better product or service, as long as it’s not as long as.
Eric:
They’re not bad.
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At it right?
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You’re gonna use them no matter what.
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That’s relationship.
Eric:
The second tier in here is value and this is financial, numeric, not necessarily money, but it can be, not.
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Price, can’t emphasize that enough.
Eric:
This is not price. Price is related.
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It is not price.
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Am I getting something worth as much or more?
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Than I’m giving up.
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That can be time that can be frustration.
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That could be.
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All kinds of things, but am I getting something worth as much or more than what I’m giving?
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Up that’s value.
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And finally, there’s experience.
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This is where you look at.
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The ease or the.
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Pleasantness of the transaction itself, the emotions, and the intangibles surrounding.
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That sales process or the purchase? 00:18:28 So how do?
Eric:
They feel about buying this.
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How enjoyable was the entire process or the delivery of the product or the experience of the coaching
Eric:
That you hire.
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How enjoyable was it? How badly
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Do they want what you’re offering?
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All of that goes into the experience, and So what happens is we have these these three things that together what?
Eric:
When I find a lot of.
Eric:
Times that people talk about value.
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All the time and.
Eric:
That they think that as long as your values there then you’re going to.
Eric:
Sell enough that’s not always the.
Eric:
Case, it’s really a combination.
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Of these three things, sometimes one of these.
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Is enough to push it through.
Eric:
The barriers so in this example.
Eric:
The value is.
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Is there maybe there’s no relationship or very little relationship?
Eric:
It’s a it’s.
Eric:
An ecommerce situation?
Eric:
Uh, maybe there you have no real emotional experience. So for the example I give is I there’s one time I had a coaching. Somebody had an ad for our coaching session. It was a $10 one hour or whatever.
Eric:
I don’t know the guy so I don’t know.
Eric:
I don’t know him.
Eric:
I don’t have a relationship with him.
Eric:
I don’t know that I can trust him, right I.
Eric:
Don’t know how good his stuff it and and I don’t really have an emotional experience here and.
Eric:
There’s nothing about that that was.
Eric:
It was really all in the value for me. It’s like I can get something out of this $10 training program, no matter how good or bad it is.
Eric:
I’ll find some nugget that’s worth $10.
Eric:
So their price does play a role, but maybe.
Eric:
Oh, and I the example I use here.
Eric:
Is mutual fund?
Eric:
That’s something that.
Eric:
Value is really really key in. 00:20:05 You see it at the.
Eric:
Bottom so mutual funds are an example.
Eric:
A more generic example, this one relationship, maybe it’s friend or family.
Eric:
So we’ve got a realtor that I’m.
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Going to use him no matter what.
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Because he has done so well for us in the past, and he’s a good.
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Guy and I believe with.
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What he believes,
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And so I I don’t care that there are other Realtors around.
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He’s our realtor, he’s our guy.
Eric:
So that’s where our.
Eric:
Relationship comes into play and then experience, right?
Eric:
So Apple might be a good example of that.
Eric:
Coming back to my my coaching example, this guy.
Eric:
I bought.
Eric:
His program for $10. There was another guy that I I didn’t buy his program and I won’t because my relationship I found he didn’t.
Eric:
Really follow through.
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With what he said he was going to do.
Eric:
So there’s no trust there.
Eric:
Another guy offered a coaching program and.
Eric:
It was really, really expensive.
Eric:
And I’m like I.
Eric:
Just don’t know that.
Eric:
I I see.
Eric:
The value in that for that dollar amount.
Eric:
He later offered a lower dollar amount program that that offered some of what that did.
Eric:
Not all of it, but some of it.
Eric:
I’m like that one.
Eric:
I’ll pull the trigger on.
Eric:
So Price played a factor, but it was.
Eric:
Also, I knew I didn’t know him personally, but I I liked and trusted what I saw from this guy.
Eric:
And the experience.
Eric:
Yes, I think I need this.
Eric:
Yes, I’m excited to buy this.
Eric:
UM, I think it’s going.
Eric:
To help my business.
Eric:
So there’s all three combined.
Eric:
That’s the point here.
00:21:39 Eric: Is that all three of these factors combine to BREAK
that buyer threshold. 00:21:45 BREAK
Eric:
So we need to focus.
Eric:
On all three, we need to have valuable product and service.
Eric:
We need to focus on building rapport and relationship with people.
Eric:
And then we also need to make sure that we’re tailoring everything our messaging to reach their emotional.
Eric:
Hit their emotional triggers as well as ensuring that their experience.
Eric:
Is a good one.
Eric:
So that’s really the buyers threshold and and some background information leading up to it.
Eric:
More often than not, it’s a combination of the three.
Eric:
Yes, there are exceptions, but usually it’s and we never know which one is.
Eric:
Going to push us through.
Eric:
That threshold so we need to be working on.
Eric:
All three, all the time.
Eric:
Any questions?
Ryan:
Yeah Eric, I have one for you.
Ryan:
What is your opinion of cold calling your prospects to start that initial relationship with them?
Eric:
Uhm, often it’s essential.
Eric:
Uh, there.
Eric:
Are a lot of different ways to do that.
Eric:
There are some ways that.
Eric:
You can turn.
Eric:
A cold call into a much warmer call.
Eric:
It really varies based on industry, product service that you’re selling, but.
Ryan:
Uhm, cool.
Eric:
I call it outreach.
Eric:
It’s it’s essential, and because so many again, those relationships, right?
Eric:
Especially if it’s a if it’s a relationship based product or service like mine.
Eric:
I I’m a business consultant and so in order for somebody to know like and trust me, there’s gotta.
Eric:
Be something, some history.
Eric:
I I’m not going.
Eric:
To cold call somebody you know in.
Eric:
Indianapolis, Say this is.
Eric:
Just someone, want to hire me and.
Eric:
They’re never going to say yes, right?
Eric:
There they need.
Eric:
To see something from me.
Eric:
They need to get to.
Eric:
Know me a little bit, so there’s a place for cold calling.
Eric:
Absolutely, I think there are better ways of doing it.
Eric:
So one of the things I saw recently.
Eric:
That I’ve been really intrigued by, uh, is a little script that you call somebody.
Eric:
Obviously, I always recommend you do your research first, so know who you’re calling as.
Eric:
Much as you can before you call. 00:24:02 Once you do that.
Eric:
So I call.
Eric:
You know, Ryan?
Eric:
Hey Ryan, this is Eric Baschinski with Green Fire Innovations.
Eric:
I’m right here in Valparaiso, IN.
Eric:
I we haven’t met before, but this is.
Eric:
Absolutely a cold call so.
Eric:
If you don’t want to talk to.
Eric:
Me, I totally understand you.
Eric:
Can hang up, but if you’ll give me a shot, I just want to share with you what I did.
Eric:
I think that’s genius because.
Eric:
I hadn’t come up with it, but it.
Eric:
Gets that out the way that the person who did this said that they do this.
Eric:
I don’t know 100 times whatever and every single.
Eric:
One of them laughed and gave.
Eric:
Him a shot so there.
Eric:
Are different ways of doing.
Eric:
That what I hate are the robo.
00:24:40 Eric: Calls number 1 #2 it’s. 00:24:43 BREAK
Ryan:
I I.
Eric:
I don’t know you all have websites probably.
Ryan:
I get called.
Eric:
Several times a week from web developers.
Eric:
I I can’t stand that ’cause it’s there’s no nothing.
Eric:
All they did was get.
Eric:
My name off.
Eric:
Of a.
Eric:
List and that that’s to me that is bad marketing.
Eric:
The other thing.
Eric:
I see happen a lot on LinkedIn.
Eric:
Is people reach out to me ’cause I I have an insurance.
Eric:
License and I don’t really push and I don’t talk about it, but if there is some information about.
Eric:
That on my LinkedIn profile and they’re.
Eric:
Like oh, I saw your LinkedIn profile and we have this great insurance product where we want you to come sell for.
Eric:
US or whatever.
Eric:
Like if you actually looked at my profile.
Eric:
You would know that is not.
Eric:
A focus of what I’m doing.
Eric:
So why are you reaching out to me?
Eric:
And so I ignore those.
Eric:
Because they’re not sincere, and that’s really important is to be sincere.
Eric:
With your phone calls as well.
Ryan:
Thank you Eric.
Ryan:
That was a great answer.
Eric:
This is long sorry.
Ryan:
Sometimes long is good.
Eric:
Any other questions?
Kim:
So, uhm, I have.
Kim:
I have a company that I’m.
Kim:
Interested in maybe uhm telling you about.
Kim:
Uhm, they are a also a faith driven small family owned company.
Kim:
A local company in Morrisville.
Kim:
Uhm, what’s my question?
Kim:
How, how would you present to them? are you,
Kim:
Would you just uhm, would it be something similar to this?
Kim:
If you phoned them up, uhm, based on my referral would it be?
Kim:
Hey do you need help converting customers to our prospects to customers?
Eric:
Well this this is.
:
Eric:
One of the things I do is is this sales methodology, but it’s.
Eric:
Not my primary focus.
Eric:
When I my passion where I really want to.
Eric:
Help people is in.
Eric:
The especially the faith driven entrepreneurs.
Eric:
Is this idea that they have a
Eric:
Calling on their life and on their business.
Eric:
And maybe they don’t know what.
Eric:
That is, maybe they know or they’re beginning to realize what it is, but they don’t know how, they they’ve run this business, and they’ve kind of separated their business from their spiritual life.
00:27:04 Eric: And now they’re realizing that they should not BREAK
that way. 00:27:07 BREAK
Eric:
And well, how the heck do we tie this stuff back in?
Eric:
And so I I walk them through a.
Eric:
Process called the I Nautilus right everything Nautilus themed in my business it’s.
Ryan:
A vehicle I’ve.
Eric:
I determined years ago that works really well, but.
Eric:
The I Nautilus is the Integrity Nautilus and it’s all about.
Eric:
How do you
Eric:
Strategically, plan for your organization to get from where.
Eric:
You are right.
Eric:
Now to where you want it to be. In five, 7, 10 years.
Eric:
All the way.
Eric:
Down to the detail of what
Eric:
Do I really need to be working on today?
Eric:
In order to get to that ideal destination, and so that’s really my focus.
Eric:
Yes, I will do sales.
Eric:
And sales training and coaching.
Eric:
Yes, I do.
Eric:
Leadership training and coaching, but my what,
Eric:
All of that is really designed to get people to realize the importance of that.
Eric:
I Nautilus program so that they then go through that because I think that’s very transformational.
Eric:
So that’s.
Eric:
And so no, I wouldn’t.
Eric:
Go through a presentation like this to answer your question.
Eric:
I do a 30 minute strategy.
Eric:
Session for free.
Eric:
And I would get on the call with them.
Eric:
Ask them some questions, find out.
Eric:
What might be a good
Eric:
Fit and then I’ll offer solutions and.
Eric:
And I also try.
Eric:
To offer value in that so I don’t make it just a sales call. I offer suggestions and.
Eric:
Help and things.
Eric:
During that session, whatever I can do for them in the in that time I do for.
Eric:
Them. Again.
Eric:
The idea is, oh wow, that was.
Eric:
Helpful, we need more of.
Eric:
This guy, that’s that’s what I try to do.
Kim:
OK, I think I have a referral for.
Kim:
You how would you like for me to give that to you just?
Kim:
Email that to you?
00:28:41 Eric: Email me, that would be great. Yeah it’s [redacted]. 00:28:45 BREAK
Kim:
I got you.
:
:
Kim:
Thank you, OK.
Eric:
Any other questions?
Ryan:
Eric, I think you left.
Ryan:
Everyone speechless.
Eric:
Well, thank you Ryan.
Eric:
I’m.
Eric:
Not sure that’s it speechless or bored it’s.
Eric:
One or the other, I don’t know.
Ryan:
Well, everyone, unless there are other questions for Eric, let’s give him a hand for his presentation today.
Eric:
Thank you.
