840: "Be Curious, Not Judgmental!" - Ted Lasso & Mastering the Art of Authentic Selling

Brian Nichols  0:28  
Everything is sales. You're selling yourself an idea, a service, a product. And yet at the end of the day, most people hear the word sales. And they run away terrified that they will be called a snake oil salesman or worse, that they're selling something that people don't want to buy. But what if there was a way you could use sales not just to help sell your services, but also sell your ideas?

Justin Janowski  0:53  
Yeah,

Brian Nichols  0:54  
let's talk about that. Instead of focusing on winning arguments. We're teaching the basic fundamentals of sales and marketing and how we can use them to win in the world of politics, teaching you how to meet people where they're at on the issues they care about. Welcome to The Brian Nichols Show. Well, hey there, Brian Nichols here on The Brian Nichols Show. And thank you for joining us on of course, another fun filled episode. I am as always your humble host joining you from our lovely cardio miracle Studios here in eastern Indiana. The Brian Nichols Show is powered by amp America very excited to be part of the amp America team. If you want the news that really matters without the corporate media bias and fluff, head over to amp america.com We have news articles, opinion pieces, podcasts and more. So please go ahead and check them out. And when you do, give us some love. Hit that subscribe button and also subscribe to our newsletter, amp america.com Also, cardio miracle is powering The Brian Nichols Show but also powering Yours truly, I've been using cardio miracle for just over a year now. And folks, the results are in better sleep better pump at the gym, and most importantly, especially according to my doctor, I've had a better blood pressure. Yes, my blood pressure has been plummeting. It's gone down from what was traditionally Thank you mom and dad a genetic history of high blood pressure between like the 140s and the over the 90s. Yeah, not too hot. So I didn't know what else to do. I changed my diet. I was working out six days a week I limited my caffeine intake and my blood pressure remained high. And then I added cardio miracle into my daily routine morning and night. And within two months, literally just two months. I go back for a checkup my doctor takes my blood pressure and they say what have you been doing different Your blood pressure is perfect actually took my blood pressure three times just to make sure. And I said hey, all I've been doing is cardio miracle literally, it's just a scoop of delicious actually, it's a delicious powder. By the way I taken some other supplements that they say they're delicious. They taste like green disgusting bubble gum. So don't worry, when you have cardio miracle, you're actually going to have something that tastes good to plus, it's 100% Backed by a money back guarantee, so you have nothing to lose. Besides those restless night's sleep. Yes, the restless nights, especially when you're thinking about going to the doctor's office and getting your blood pressure checked. If you have high blood pressure. Trust me, I know how stressful that can be. So quell your fears. Go to Brian Nichols show.com forward slash art or if you're watching the show here on the video version of the show, go to the show notes or video description. Click the link is going to bring your weight over to our friends at cardio miracle.com. Use code TBNS at checkout, you're gonna get 15% off your order. That's my gift to you. And folks, you will be joining literally hundreds of folks here in The Brian Nichols Show audience who have already started to experience the cardio miracle difference for themselves. I've actually been getting emails from folks saying thank you for promoting this. I've had high blood pressure my entire life and all of a sudden it's gone. How awesome is this? Yes, I agree. I concur. I've seen the difference. So please head to the show notes again, click the link and check out cardio miracle for yourself today. I guarantee your heart will thank you. All right. We paid some bills. And we talked about sales I just sold to you. But we talked about sales, not just selling a product in this case cardio America, which again, it's awesome. But also we're selling our ideas. We're selling services. We're selling ourselves in some instances. So how do we effectively approach sales without the fear? I've heard this a lot from folks. I hear sales. I just instantly think you know, the sleazy car salesman who's trying to sell a lemon to an old lady. I hear of the snake oil salesman. I don't want to be that Brian, but also what if I'm selling something and people don't want to buy right all these barriers, these objections that we as salespeople face, so we got to really dig into this today and you know, I said I'm a sales guy. I'm a sales trainer, but I need some backup today. So coming back to the show from the faith to influence, we got our good friend Justin Janoski. Justin, welcome back to The Brian Nichols Show. You are doing stuff in the world of sales you're helping teach sales individuals sales coaches, man i i needed the help today. Thank God I got you on board. Welcome back to The Brian Nichols Show how you been?

Justin Janowski  5:24  
I've been great. Thanks for having me. I just remembering as you're introducing the show that you are in Indiana, and my Milwaukee Bucks to play in the Indiana Pacers in the first round series. As we're recording this one one Go Bucs.

Brian Nichols  5:37  
Well, so truth be told, I'm not super into basketball there, Justin. I know tonight's the NFL draft as a recording. So that's where my head's been at. But yeah, basketball, go shoot some hoops and fall out and whatever dribble the ball shut up and dribble wasn't that they used to say shut up and dribble? No, I'm just teasing. Justin, thank you for returning to the show. And I know we left things last time, kind of like you know, we said, hey, this is part one of a conversation and you're back, we have part two. And we're gonna talk all things sales, of course. But also, I wanted to dig into some of the other areas that you do a lot of stuff at Faith influence, namely in the world of storytelling, and as really living your values, the stuff that you teach for effective sales, you're also teaching it by living it to be an effective person more or less. So Justin, before we dig into the the meat and potatoes of today's episode, do us a favor, reintroduce yourself here to The Brian Nichols Show audience maybe missed your last appearance when you're first here on the show.

Justin Janowski  6:36  
Yeah, I'm Justin Janelle scammin, Milwaukee, Wisconsin, I'm married. And I've got two little kids at home. And I run fake to influence. I've been running this business five and a half years, I primarily work with Christian coaches to help them optimize their business models, their pricing, and their sales strategies so that they can scale their income and scale their impact. My business had $250,000 in revenue my first year, which was a surprise to me. But what I realized was the reason I could have success that most new coaches and entrepreneurs were not having is because sales felt easy and natural to me, and I didn't have any resistance to sales. And so many coaches, so many entrepreneurs really have this strong resistance built up against sales. And so what I do primarily is help people rewire how they feel about sales, tell themselves new stories, and sell in a high integrity, high converting way.

Brian Nichols  7:24  
I love that you talked about rewiring their brains, we just had our good buddy here, Michael Pickens on the show. And he's talking about reprogramming your brain right using subliminal, subliminal. I can say this word subliminal. There we go. Just took three shots, messaging to help reprogram your mind. And you're looking at how can you start to use tools to just change the perspective that you bring to not just business or sales, but also to life. So I love that this is kind of a recurring theme, you're Justin. Now let's very quickly tie this back to the faith to influence because it is a group of folks that you have really built together here who are coalescing around a shared value, what is that shared value? And why do you think that's so important?

Justin Janowski  8:13  
Yeah, so we've got a shared faith in my majority of my clients are Christians. And so I think that part of what that shows up as in business is like high integrity, honesty, service, generosity, love, etc. And so those are some of the values of my clients, and some of the things that I think people believe they can't have in sales or business, but I believe actually makes sales and business more successful, but also feel really good to both sides. And so that's ultimately what I'm trying to help people do is be loving and generous and fun in the way that they sell.

Brian Nichols  8:47  
All right, Justin. Now we're going to ask the big question to start because I was doing some homework before we had our conversation today. And I'm looking at your sales school that you have over on your website. And one of the things that you promoted was you can go ahead and have your biggest year ever, as a salesperson by jumping into your sales school. So Justin, that sounds pretty, pretty lofty of a promise, or at the very least have a goal for someone going in to sit down and learn the basics of sales or heck, maybe they are a salesperson, but they need a little extra help. So how are you so Gosh, darn confident that you're gonna be able to help salespeople have, in fact, their best years ever?

Justin Janowski  9:30  
Yeah, I think that most people, like I said before, they either have a resistance to sales, or they have a really poor strategy around sales. And so if we can simply remove resistance to sales or earning income, we can change some of the stories that people are telling themselves the identity or the way that they see themselves can shift and uplevel. That mindset piece is huge. And if we get that right, people are naturally going to make more sales. Some people do already have that taken care of although most people are struggling there for those who already are doing well in the mindset piece, we can teach them our 10 Step sales strategy that is highly converting at high ticket levels, I get hired by seven and eight figure coaches in the marketplace all the time, who are doing even million dollar months, or doing million dollar events. And they'll hire our team to come in for three days five days of their conference, and lead the sales effort. And we've sold millions of dollars in just a few days for people. And so while our process is really high integrity, it's also high converting. And if it's good enough for some of the top coaches in the marketplace, my ideal audience, many of whom are newer coaches, who are not yet to a six figure business or are just in the early six figures in growing their audience and their their revenue, are easy to help achieve similar results. And when we look at their biggest year ever, for some people, it's just making their first sales. For some people, it's having their first $10,000 months, right, it's different for every person, but we're really confident we can help people get there.

Brian Nichols  10:55  
Justin, so you've been teaching folks for a while, let's start out here in the basics of sales. This is where so we left things off. Last time, we said we're going to talk about couple things, sales, storytelling and living our values. So that's what we're gonna we're gonna pick up today and let's talk the basics of sales. So you've mentioned the different folks that you can sit down with and coach, but I'm guessing right, even if you have someone who's at level one, or someone who's at level 50, or someone who's at level 99, and the sales, the sales process of getting better at becoming a good sales person, I'm sure there are still recurring issues that you see, or maybe, you know, areas of improvement that are consistent across all the different areas, there are different levels of going through that the sales journey. So what are some of those basic areas that you've seen, as you know, like starting out, hey, let's start to address these very low hanging fruit type of areas first, before before we start going into, you know, the nitty gritty, 10 STEP program with 14 subsections. First a sales process like what are the basics that people usually just missing? Yeah,

Justin Janowski  12:05  
the very first thing that we teach people is what we call the internal art of influence. So this gets back to the mindset pieces, but there's three parts to it. One is your identity, who you believe yourself to be if you believe yourself to be a great salesperson, you're gonna get better results. If you're confident that you're worthy, and you're a good person, you're a good leader, you're gonna get better results. If you've got a really negative self talk, you're gonna struggle. And so what we teach people in up leveling their identity is to bring it to God and pray, to use affirmations to the point of rewiring your brain to tell yourself positive things over and over right 10 or 20, or 100, empowering I am statements, I am a great coach, I'm a generous leader, I am a great salesperson, etc, etc, etc. And or to surround yourself with good people who encourage you to speak life who see the best in you and help you up level how you see yourself. The second part of the internal art of influence is your emotional state. So an identity that's in progress, if you've struggled with your self talk can be overcome in an hour. With a peak emotional state, you can be at your best for one sales call. And so you need to have a recognition of what emotions you feel when you're at your very best. And then what's a pre call ritual that you can do in one to three minutes, that can get you feeling really good before the sales call begins. So you might pray, you might meditate, you might do some push ups, you might remember a time that you were awesome. You might imagine this time going really well. You might play a pumpup song, there's so many different things you can do for me, I'm going to take deep breaths, I'm gonna affirm myself, I'm going to pray. God help me to be confident, loving and peaceful. Amen. And that gets me into stata reminds me the emotional experience I want to bring to the call because emotions are contagious, if you're scared, if you're anxious, is when you show up on a sales call. Your prospect is going to feel some fear and some anxiety that doesn't create a very good buying environment. But if you're confident and you're at peace, you're going to have much more likelihood that they're going to feel confident and at peace and be willing to make a big decision. And the third part of the internal art of influence is the stories you're telling yourself. So we have to get an awareness What are you telling yourself about what sales is, if you believe it, sales is pushy. But if the excetera stories that I've heard from people, you're gonna have a lot of resistance to making sales. On the other hand, if you began to believe that sales is a good thing that serves people, and that is loving, that is generous when done right? That's fun that helps people get what they want become more of who they want to become, then you're gonna results in your set and have similar stories about money. People think money is the root of all evil. The love of money is making an idol loving it more than your neighbor. That's evil. That's bad, but making money is good. The more I earn, the more I can give and so we just need to check in on those stories and rewrite in power and stories to remove resistance to making more sales. That's the first step that up Oh, and I'm

Brian Nichols  14:51  
just gonna stay to because I've seen this right with let's just go to my world I do a lot in the outbound world. So I'll help teach Business development reps, sales development reps, whatever terminology they're being called nowadays, but basically anybody who's perfecting or trying to get into the world of outbound sales prospecting, and one of the main objections I always hear, right is just what you articulated Justin, oh, I don't want to bother somebody, Oh, I'm nervous of picking up the phone. Why? Because of the preconceived notions that they have been telling themselves those stories, as you articulated that they've been telling themselves. And I think it's so important for us, especially when we're the ones teaching this stuff to folks to help them just as you articulated, right, we have to help rewrite these stories. But I think it's also important, not even just focusing on the salesperson, but let's talk about the customer, the prospect that we're talking to, because I've also seen it, Justin, I've gone into some discovery calls. And you could instantly feel the tension. So so much tension, you could cut it with a knife, right? And I'm just like, what, what gives man like, we haven't even had a conversation yet. And you're already like, guards, like guard up walls are up, you're being aggressive. And I'm like, What's up, and I find out more often than not, it's that they've had a bad experience from a sales person. So let's flip the script here. And let's go on to the buyer side of the house, Justin. So when we're talking about buyers who have some stories they've been telling themselves about, you know, what sales actually is? Why would they don't need to talk to a silly salesperson, I can do all the research online, myself, Justin, I don't need to spend an hour meeting sitting down with you to uncover my pain points like this is a waste of time. How do we as salespeople help rewrite that story?

Justin Janowski  16:44  
Yeah, well, I think one thing to remember is that salespeople if you're doing a good job, you're a leader, you're a sales leader, you're a coach, you know, in my industry, when I'm talking with coaches, let's just coach them, let's provide leadership was asked great questions to help people solve problems. And then let's presented an additional solution that could be supportive, which is usually going to be our offer. But if I receive what I would call it a mid call objection, or somebody either says that there's a problem, like, they're like, Well, how much is this going to cost before I'm ready to get to that part of the conversation, or I can just feel the resistance that you're talking about? Somebody's getting aggressive, they've got short answers, they seem uncomfortable, we're just losing rapport. The amateur salesperson just pushes through the resistance. So just keep going. Even though it's uncomfortable, and everybody feels it, the master is just going to slow down and check in on what's happening. And so I'm literally just if I feel that resistance, I'm just gonna say, Hey, can we just pause for a second, John? I feel like I'm noticing that we're out of rapport. Maybe it feels like you're a little bit frustrated with me? Or maybe you don't want to answer some of these questions. I just want to check in on that. And like, let them share, and they'll probably be like, oh, man, yeah, I just don't like salespeople. And I'm gonna validate that objection. I'm like, I totally get it. Salespeople are super annoying, and half the time. Here's the truth. For me, though, I believe in Win Win or no deal in business. And so if we can find a way to work together, it's an absolute win for you and helps you solve the problem. And it's a win for me, let's do it. If not, no deal, I'm not going to pressure you or try to get you to do something that's not for you. But I want to make it easy for the right people to say yes. So knowing that, are you open to having a little bit more of an honest conversation, letting the walls down? And continuing? Or do you feel like this just isn't for you? In which case, we can end the call early? What would you rather do? I'm going to

Brian Nichols  18:26  
Justin, I gotta I gotta add this in here. Because everybody in the audience is listening. They've heard me talk about my sales process. It's the elephant in the room approach, right? And this is exactly why that approach, I've embraced it. Because what you just did is you are addressing the elephant in the room, right? Like, okay, this, this is an uncomfortable conversation. Let's talk about it. Why is it uncomfortable? And to be able to remove kind of like the show, right, everybody? I've seen this, oh, my God, I've been in hundreds 1000s of discovery calls and in demos, and you always kind of see this right, everybody, everybody logs in, they're sitting there and you have like the the person who's leading the sales call, you know, they started out there conducting the whole thing. All right, I got, you know, Bill on, he's from our engineering team, he's gonna be showing you XYZ. And it just feels like a production versus we're having an actual dialogue. We're having a conversation, we're, we're problem solving. We're working together, I'm on the same team as you. It's not a matter of I have to show about how great we are like we're working through solving a problem to get and that means that we're going to have to have some very frank conversations. And if we can't actually have a real conversation at the beginning of the sales cycle. How do you expect me, Mr. Customer, Mr. prospect to as we get through the sales cycle, and I'm presenting to you a solution, how are we going to be able to have a real dialogue about that, if I don't even know for sure that my solution is solving the root causes of the pain that you're feeling right now because I can't get that from you. It's like trying to get water from a stone Good luck. So So with that, that is exactly why we have to call this out. And it's not a matter of making things uncomfortable or or making your prospect uncomfortable, but rather, it's, it's so we can have a legitimate conversation and uncover areas that we can actually help versus just, you know, I think I can help based on what you've told me like, I know you're being a little aggressive, I don't want to call it out, because I don't want to make you mad at me hurt all the time, Justin. So with that, let's kind of move forward here to living the values because I think this is where salespeople can really shine is, if you as a salesperson in the sales cycle, can stand out as being a different type of salesperson versus the other, you know, hundreds of 1000s Millions of sales folks out there. And as you rightfully said, yeah, like, address the elephant in the room and really err on the side of agreeing with them. Yeah, most salespeople aren't that great. So with that, how can we live our values here, Justin to differentiate ourselves, in this case, as salespeople when we're going through the sales cycle to actually help us as we're going through to not just build a solution that solves our customer's problem, but at the end of the day, move forward to that proverbial closed one button right in the CRM. How does that work?

Justin Janowski  21:16  
Yes, great question. Okay. So one of the things I want to note is, I believe that salespeople should be great leaders. And I mentioned that before. So if we simply show up as great leaders all the time, with the aim of serving and asking great questions, we're going to have more success. So one of the values I have in sales is a value I have in life also, which is to be great at sales, you need to ask great questions I have behind me our rules of engagement at faith to influence and one of them is Be curious. First, critical Second, there is a place for being critical in solving the problem. But first, we need to be really curious. If we ask great questions, we're super curious, we actually allow our prospects to do most of the talking in the sales conversation, we're going to have more success. If we're honest, and transparent sales is going to feel really good. The reality is people just don't want to get tricked. They don't want to get their arm twisted into a purchase. But if we're honest, and we ask good questions, and we're transparent, sales feels good, because people love to buy things that they want that are going to help them. And so those are some of the things we want to consider. And then I just want to be a human being, I want to be generous, I want to be loving, I want to take care of people. I want to be thoughtful, I want to take my time. It's a conversation to the point that you made. I just want to ask good questions, get to know somebody find out what problem they have, and then generously aim to solve it with whatever solution I have in my hands, which could be why offer it could be a referral, it could be a prayer, it could be, you know, just giving them an idea right now that can help. In many cases, of course, when I'm on it with an ideal prospect, it's fine my service, but my aim is to identify the problem with them, help them commit to solving it, and then present a solution that can help and they can feel the difference when I'm there for them versus when I'm there for myself. I don't want to have a destination breath. In other words,

Brian Nichols  22:56  
oh God, commission breath is the worst here, we're gonna pull a video up because what you just articulated actually makes me think of a scene in an awesome show that I really, really enjoyed. Up until season three, because Season Three got bad. And that is a show called Ted lasso. And there is one scene and Ted lasso that I think is really puts the icing on the cake, if you will here, Justin, there you go. He hasn't

Justin Janowski  23:24  
said last month, Alaska. I love to Alaska. All right.

Brian Nichols  23:28  
So you're gonna appreciate I hope then this specific scene let's, let's take a watch here. I know what's coming. Do you do you know which one it is?

Justin Janowski  23:36  
Let's enjoy. Yeah, let's enjoy it.

Brian Nichols  23:39  
Okay, I'm curious. Are you oh my god, you knew what's up. Okay. Can you hear this?

Justin Janowski  23:48  
Not yet. Oh, you can't hear it. Now I can now I can.

Brian Nichols  23:52  
Okay, okay. Good, good, good. context for this folks. Right. So Ted Lassa. This is Jason Sudeikis. His character he is a a soccer coach in the United Kingdom. So he used to be a football coach in America and actually, you know, American football, actual football, not that soccer stuff. But he's over in the United Kingdom. He's a soccer coach. The owner of the team that he's the coach for her ex husband owns another team that is a top competitor to their team and the owner of the ex husband owner. He's kind of pardon the expression kind of a dick. And this right here speaks to the idea be curious, not judgmental. Let's take a listen.

Speaker 1  24:37  
Rupert, guys have underestimated me my entire life. And for years, I never understood why. Then one day I was driving my little boy to school I saw this quote by Walt Whitman hanging on the wall there it said, Be curious, not judgment. I like it So I get back in my car, I'm driving to work. And all of a sudden it hits me. All then Phil's used to belittle me. No single one and be curious. You know, they thought they had everything all figured out. And so they judge everything, they judged, everyone. And I realized that they're under estimating who I was had nothing to do. Because if they were curious, they would ask questions. Questions like, play a lot of darts too.

Speaker 1  25:38  
Wish I would have answered Yes, sir. Every Sunday afternoon at a sports bar with my father from age 10 to 16, he passed away.

Brian Nichols  25:56  
Bullseye

So the moral of the story, be curious, not judgmental, I actually, you know, Justin, I had a situation very much like this I had in this background, you know, here we will will will really make it real. This is a little little sales guy, Brian. And I had gone through a discovery call. And I neglected to like, ask some basic questions like, you know, like, just, like, let me just be as honest as I can, like, the basic discovery stuff, I was brand new. So I didn't know what I was, I was doing really. And as I'm going through the sales cycle, I realized as we got like we were halfway through, I realized that the problem that we were solving for wasn't a problem that the person had. And what had happened was I had assumed I had based on where I thought I was hearing, I just create a story in my head of oh, this is what they need. And when we got to the middle of the sales cycle, I'm actually sitting down, I'm like, Oh, my gosh, they, they don't need me, they don't need this, this solution. And it hit me like, How did I miss this? I had to sit down my sales manager and be like, I don't know, I missed this. Oh, wait. Yeah, I do. I didn't ask. And I think right there that could be, you know, if we're going towards our final thoughts for today, Justin is one of the basic things is to just have that genuine curiosity to not go in with an agenda to not go in with your your mission in mind. But rather, you're sitting down and you're trying to be genuinely curious, uncover what the real problems are, and just have a conversation with your prospects. Because when we treat people, like people believe it or not, they will in turn, respond like people. And that means that they're going to have a conversation, they're going to have a dialogue, they're going to tell you what they like, and what they don't like. So I think at the end of the day, if we could take one thing from this episode, it would be yes, just that from Ted last, so be curious, not judgmental, by the way for the audio listener who's not watching the video during what we just listened to here, he was playing a game of darts. So that might give you some more context in terms of the noise you're hearing in the background. And Ted was just sinking those darts left and right. So with that, if you want to go check out the entire scene, heck, go check out the entire show. Ted lasso is incredible. Mind you, season three. I don't know your thoughts on season three, Justin, I thought it was a little bad compared to the amazingness. That was seasons one and two. But that might be a different story for a different day. Justin, that's my final thoughts for today. What do you have first on your end?

Justin Janowski  28:27  
Brian, thank you so much for having me on actually to run for big sales call which is on brand. And I'm gonna go up I'm gonna get my best. I'm going to be curious and ask great questions. I hope you all do the same. Have an amazing, amazing rest of your day. Talk to you soon.

Brian Nichols  28:40  
Awesome. Justin. I will let you jump off now. I know you got to run. With that being said folks, thank you for joining us. If you enjoyed today's episode, please go ahead and give it a share. When you do tag yours truly be Nicole's liberty on Facebook, on Twitter, wherever it is. You go ahead and get your social medias. Oh, I'm on Instagram to completely forgot about that. Go ahead and give us some love at be Nichols liberty. By the way for the podcast version of the show. You can find us on Apple podcast, Spotify, YouTube music, wherever it is you consume your favorite podcast, just hit that subscribe button. Hit that download all unplayed episodes button, we have over 840 shows here of The Brian Nichols Show going all the way back to 2018. So if you want to go ahead, be curious, not judgmental, and listen to how we've gotten to where we are today at The Brian Nichols Show. And that's with us talking to quite literally hundreds and hundreds of amazing guests who helped paint the picture right help satisfy my curiosity when we have guests on the show. And by the way, since Justin is gone, I can just do my little monologue here. I have really taken my role on this show not to be a combative interviewer. I have I've done that sometimes, of course, but that's not how I view my role. My role is to play the role of sales guy here for you. I'm trying to be genuinely curious and wanting to ask some questions of audience never have a roster of guests that you in the audience have been thinking of questions, I'm sure have been things that you've been pondering about or you know, waffling through, like, how do we get to these different these different views, these different positions that we hold. And I pray that if you bring this mentality of genuine curiousness, to what we do here to show but also in your interactions, you're going to find that it will actually help paint the picture better for you. And I hope for us as well, why we've gotten to where we are, and frankly, why we look at the solutions that we talked about here in the show, as the solutions that they are to help make our world a better place. So going back yes, the video version of the show Apple or Apple podcast, sorry for the video version, YouTube, Rumble Twitter and on Facebook, we upload the video version of the show in its entirety. Go ahead, check it out over there. When you do hit that subscribe button, little notification bell so you don't miss a single time we go live, which we are going live more recently over on the social media. So check that out. And also, if you'd be so kind of one final plug, and that is to support the amazing folks who support us and that is our awesome sponsors. So here at The Brian Nichols Show. We are blessed we have some phenomenal folks who they believe in the mission of the show and they've been willing to support us so first and foremost cardio miracle I cannot thank them enough for being our just stupendous. Studio sponsors stupendous studio sponsor, I like that alliteration. So cardio miracle please go give them some love. We have a brand new sponsor the wellness company so so pumped to have them on board also we have our good buddy Dan Berman, he has his ignore the sound of my empty can he has his company liquid freedom, energy tea from blood of tyrants. I drink at least one of these a day it has let's see 1234567 ingredients in total. I'm going to challenge you go look at the back of your Red Bull or monster energy or bang I can almost guarantee it's got like 40 or 50 Different ingredients and you can't pronounce half the stuff this one you ready for this? Filtered water. natural flavors yerba may extract citric acid fruit and vegetable juice monk fruit juice concentrate and stevia leaf stevia leaf stevia stevia leaf extract. I mean that's that's pretty much as pure as you can get for an energy drink. And by the way, it gets you buzzing it feels really really good. So check out but a lot of tyrants liquid freedom and beyond that are amazing other sponsors. We have our good friends over at Indie Emporium with their Michael Scott 40 day plan shirt. Go ahead and check that out as well. All these sponsors can be found over on our homepage at the Brian Nichols show.com. And I know Justin had to run because I made him late for a sales call. Oops. But I'll please go ahead and support Justin he's doing some amazing work over at faith to influence if you missed his last appearance here in The Brian Nichols Show. No worries, you stick around here in the video version of the show shows we pop it up right about here in the middle of the screen. Click that will be the last appearance of Justin here in the podcast. Or just go to the archives Brian Nichols show.com where you can find all 140 other episodes which by the way, that is the only place besides your favorite podcast catcher the Brian Nichols show.com Those are the two locations you can find all of our episodes so go ahead check them out over there. Otherwise, all the the video versions of the show, I think we start somewhere on like episode 250 300 there so you're going to miss some stuff if you're only getting the video version, so head to the archives for all the really juicy content that we have behind the scenes. So other than that it's been a great conversation with our good friend Justin with that being said Brian Nichols signing off here on The Brian Nichols Show. We'll see you next time.

Transcribed by https://otter.ai