Speaker 1: 0:00

Welcome to Cut the Tie. Hi, I'm your host, thomas Helfrich. We are on that mission to help you cut a tie to whatever it is holding you back from the success of what you've defined for yourself. And today I'm joined by Chaz Horn. Chaz, how are you doing today?

Speaker 2: 0:13

Doing well. Great to be here. I can't wait to get into our conversation.

Speaker 1: 0:18

Me as well. We're going to dive into your world and faith and some other pieces that, to many of our guests, is at the core and fundamental rock of what is the peter, of what they've done, if you will, of the world. So, zach, first introduce yourself and what it is you do.

Speaker 2: 0:35

Sure, Thank you, it's great to be here. So I'm the founder of Mastery of B2B Sales and I work with small businesses B2B businesses, business to business and typically they'd have one to 30 million in sales. I do work with some consultants and some coaches that are under a million dollars in sales and typically they have a problem with identifying, attracting and onboarding new clients. So what I do is I help them identify, attract and onboard new clients in a predictable fashion you have deal flow or lead flow.

Speaker 1: 1:24

You can't get deal flow consistently and you don't have a business. So if you can help somebody, you can help them build an actual business, as opposed to I mean, I'm in it, Well, I, I built jobs for myself is what happens Exactly. I love what you're, but you, you are in a competitive space. So I, I, I love to lead off with people to understanding of what you do and and we'll get into the kind of the ties you've got some other things, but why do they pick you? What's your unique kind of differentiator?

Speaker 2: 1:46

yeah, it's the biggest differentiator in the marketplace, as far as, from my perspective, is going with the intention to serve, not sell. When you go to serve and not sell, you will attract and not repel. That's the first page of my Dr Seuss sales playbook for kids, by the way. But in all seriousness, people do not want to be sold, and people it's. Sales is not about getting people to buy the thing that you're trying to sell them. Sales is about helping people burst through those obstacles and helping them achieve the goals and to get them from prospect to client. They need to.

Speaker 2: 2:33

You know this goes all the way back to Dale Carnegie. Know, like trust, but today see you as an authority. So those four things and going with the intention to serve. I had a guy said Chez this intention to serve sounds great, I need to make some sales, and he totally missed it. Serving doesn't mean that, oh, you're not getting any sales and you want to think about it for eight months. No, going with the intention to serve is asking those difficult questions, truly understanding them, getting into their business. So you're not just picking at the surface cut, you're going below the surface and you realize they have cancer. And when you, when you uncover that, you see it, they see it and now they're in a place where they're ready to make a change. And as long as they show up committed, coachable and decisive, I can help them.

Speaker 1: 3:28

I love that and in like sales is different from selling, and the process to get there for sure is if you're, if you like, it's an authority right. If you've, if you've profoundly shown that you understand the industry, you show the propensity to understand their specific nuance, people trust you. The no like trust I actually think you know it is is there's a, the piece that's missing nowadays. For a lot of it was relevance. You know I I may know, like and trust you to fix motorcycle engines, but if my Honda minivan has a broken engine, you're not relevant and and so I need you to fix my engine not just an engine and understand what that nuance of the Honda engine is versus the motorcycle. And I think a lot of people miss that, that. They're just throwing it on the wall and they don't know you're not doing what you're describing, which is just help me, help me, help me, and you have. Okay, cool, now how do you solve it? That's when the sales motion happens.

Speaker 2: 4:17

And that you really get deep into the positioning so people understand exactly what you do and how you could potentially help them. So many people if I'm, if I'm understanding what you're saying. So many people. It's just broad general knowledge but it doesn't speak to them personally.

Speaker 1: 4:36

Agree and listen. I'm in my own business. Sometimes I catch myself doing this. I'm like this is so vanilla and like you know, you know you need to pull back the content. So listen to that guy. If you're getting into this interview, listen to that advice that you'll, you'll, you'll perform, outperform yourself very quickly Before we kind of get into your journey and the kind of what you, you know, the ties, so to speak you've cut. To get there, first define success on your terms. How do you define success there? First, define success on your terms.

Speaker 2: 5:07

How do you define success? Yeah well, it's changed over the years. Growing up, I was like I want to be successful. I was highly competitive and wanted to be number one, and that was how I looked at it In recent years. It's about making an impact and transforming lives. It's about making an impact and transforming lives. So when I look and I created a formula X plus Y equals T.

Speaker 2: 5:30

X is your goal, y is the activities, the three main solutions that you're going to sell, or if you only have one, but no more than three, and so if you do the activities within your core values, you're going to reach your goal. And by doing that, that's T transform. You transform your customers' lives because they shift from prospect with a need, a problem. You work with them, you solve that problem so you can help them reach their goals, and then you transform their lives and their business. And so for me, it's making an impact. And this is something that's been recent for me, because there's all about man. I want to make and I think I was influenced just by the world as a whole. You see social media and you emulate or you imitate and it takes you out of who you really were designed to be, but I've come to more of an understanding of my God-given identity and operating out of that God-given identity.

Speaker 1: 6:31

And so now it's, if I'm speaking life into a person or into a business, I'm helping transform the business, the people in their business, their team members and the founder who I, who I work with, Yep, you said something very important there about how it changes through life, and I've asked that question to lots of people and I said don't be embarrassed if your answer is money, that's okay, because in your phase of life, that's important to you. When you get older, you might be like how many people have I mentored, what legacy have I left behind? You know, when you get older, you might be like how many people have I mentored, what legacy have I left behind? And that's okay, because you're defining that success in that moment. That means something to you, and I think that having that conscious idea that don't be embarrassed by it, don't don't, don't shy away from it.

Speaker 1: 7:14

Be you in the statement, exactly right, important. Otherwise, you know, everyone else is taken right, so you can't be like somebody else. Or, of course and a big piece of success is sometimes not what your parents defined for you or what the society did you need to sometimes back into what it is that you want, and that's sometimes a tie to cut in itself. So tell me a little bit about your journey, though, and the ties that you cut. Well, actually the biggest tie that you've cut along the way to reach that success.

Speaker 2: 7:44

Yeah. So, and just to kind of dovetail on what you were just just saying there, yeah, I went through all those different stages. It's just, I mean, you talk to a lot of, you hear a lot of billionaires. Well, it's about making a difference in someone's lives. Well, typically, when they started, it was about making money. That's where they got to where they are. Because of that, to your, to your point.

Speaker 2: 8:15

So, um, I remember I was, it was 2020, I was sicker than a dog and I I was in bed for literally literally six months. Did I get out of bed to go bathroom? Yes, was I able to work? Yes, but it was like was it was hard and all the worries and concerns. It's like how am I going to keep my business, you know, am I going to be homeless?

Speaker 2: 8:31

All these different things came to mind like God was speaking directly to me and tears started to roll down my cheeks, and it they were tears of gratitude because in that moment, I started to think. I can see, hear, taste, feel. I have all my five senses. And at my weakest moment is when I became most grateful, and what I did in that moment is I cut the ties to the things that I don't have, which I was focusing on and the things that I have to do. And so I shifted.

Speaker 2: 9:19

I had a paradigm change and started focusing on things that I get to do and all the things I have in the people in my life. I came up with a core value that I live by to this day and I still have a tendency to go that direction, you know, but I'm more self-aware, so I catch myself before I get down the road. I don't have this. So look at this person and you know all those different things that we think about as we look at other people and joy and this is what it is, one of my core values joy doesn't come from getting what you want.

Speaker 2: 9:54

It appears when you appreciate all that you have and get to do, and so think about that. It took me a long time, many decades, to get to that place and, as I say, I'm not perfect. I still struggle with all the different things that we do as entrepreneurs and people in going through life. But that shift and that being sick really transformed my thinking process, because our perspective can keep us stuck in mediocrity in mediocrity, or it can be when we face those challenges, or it can be the springboard that takes us into our potential. It just depends upon how we look at that challenge I love the answer.

Speaker 1: 10:41

You know the one letter from e to o, right, uh, I get to and I got, or I got to and or you know, maybe a little longer. It it happened to me, it happened for me and a lot of times. Exactly right. You're like you know. You know we've all been through the seasons. I like there's things going on in my life, even now that I'm like it's happening for me. I'm keeping the right mindset. I go, man, some stuff's hard, it's rough. I'm dealing with. This's the first time ever in my life I'm thinking this is actually happening for me. What am I going to do to learn from it and grow from it? And some of the things you talked about there.

Speaker 1: 11:15

Like you know, I talk like a bucket of happiness is not so much what you have in the bucket, it's what you retain in it. And so when things are pouring in and there's holes, which are the unhappiness pieces, if one's exceeding the other, your bucket's getting low, and so the more holes you fill up in that, the more grateful you feel for what's coming in. And if it's less, but if it fills up faster, it doesn't matter. It's about how much remains when the holes are filled. So things make you unhappy. We'll look at the. You know, and here's an example that we deal with is the status of a nice home and the cost that goes with it. Right, so you have a nice house, you get status, but it's nice, it's comfortable, there's, there's an inflow, how much you pay, and what you say no to like maybe additional travel or this or that or nice whatever Is that hole bigger than the input. And in life I'm looking at it sometimes like I'm not really sure anymore. I think I might like no hole on the bottom, anyway.

Speaker 1: 12:14

So my point is these reflective moments when things are happening to you and you can think about it for you, you're like it helps. You start seeing perspective of what would actually make me happier long-term. Let's run that scenario somehow in my you know I love that mindset. Oh, because if you do that in your business too, your customers feel this. I'm pivoting over to that Exactly right, because your personal pieces start bleeding over and people feel that energy around you. I could do that solo for an hour, so I'm going to stop.

Speaker 1: 12:41

All right, you talked about it, edmo. It's tough. I mean, you talked about your moment and you can talk about faith and pieces. Bring that in, because it's an open format of what matters, because that that's a driver of allowing you to do that. I'm on a faith journey. You know I'm not gonna be selling bibles anytime soon on on the doorstep, but but there's more to life, there's more things going on. There's there's better ways to be and act and behave, regardless if you believe in someone walks on water or not, like it doesn't matter, like, but there's teachings in there that can help you navigate life. Um, and you've talked about your moment of being sick and some faith in God coming to you, but there's a how period that happens after that. How did you cut that tie once you did it? Was it just immediate? Did you have to take some steps? Walk me through the how.

Speaker 2: 13:23

Yeah, so the how in it was now this had been happening for many decades. I was always focusing on oh man, I have to do that. When I was working for someone else, it's like oh, I have to go to work tomorrow. You know the Sunday evening dread and then. But the thing is we think that if we change our situation, then it's going to change how we think about things, and that's just absolutely wrong. It's our perspective. Like you said, life happens to you or for you. It's how we think and perceive what's going on that changes our happiness quotient, or if we have joy in our lives, our happiness quotient or if we have joy in our lives. So for me it wasn't something that was like bam, yes, I was sick and I felt like God was speaking directly to me when I had all of a sudden had those tears of joy rolling down my cheeks and just thinking, wow, I can see, I can hear, I can taste, I have plumbing, I have electricity, all those things we take for granted. I can hear, I can taste, I have plumbing, I have electricity, all those things we take for granted. And so cutting the tie specifically was building on that. Every day I wake up, I journal 10 things I'm thankful for, and then I write down the things that I get to do. That's exactly the 10 things that I I I'm thankful for and the 10 things I get to do. That's exactly I do, the 10 things that I I I'm thankful for and the 10 things I get to do, and I put, empowered by you, holy spirit, empowered by you, jesus, I get to, and that usually has to do with some problem or challenge I'm facing. So our most important conversations are the conversations we have with ourself, our inner dialogue. And if we don't become self-aware which for most of my life I wasn't because I suppressed all my emotions, because that's how I grew up If we don't become self-aware, then we're not going to be able to identify our mind going down a certain rabbit trail that's taking to us a place of death, and I'm not talking about physical death, I'm talking about emotional and spiritual death, because we're starting to look at this problem and challenge. And then we're like, oh man, I have to do this or I don't have this. And so it's an intentional act of being thankful, of thinking about all the things that I get to do, and one of these days I'll probably going to write a book, I get to. So it's.

Speaker 2: 15:54

That moment was the paradigm shift, the awakening, and since then I've been very intentional to do everything possible to build on that, because I never want to go back to how I was living my life before, because I was miserable. I just didn't understand it. I suppressed all my emotions and it wasn't until I went through a divorce, and like seven years ago, that I looked in the mirror on my chest you are the problem and so you need to get things right. And so I learned to process emotions. I learned to work through things. I learned to be able to cry and different things like this, because it's a natural emotion that God has given us.

Speaker 2: 16:41

And when you suppress an emotion if you ever watched the Walking Dead, okay if you suppress an emotion or a thought, it's going to come back much uglier later on in life. You look at people with the road rage. You know it's not because someone cut them off, it's because of all these other things from their past that they're consumed with, that they haven't processed. And then all of a sudden, they're like chasing someone down. They're yelling and screaming. It's not the person one down, they're yelling and screaming, it's not the person, that's just that just happens to be something that happened in their life that caused their anger and their bitterness, that they've suppressed to explode yeah, it's you're.

Speaker 1: 17:22

You know, uh, one of my guests, his company's called stronger 413. It's a. He has an incredible story, but it's uh, philippians 413.

Speaker 2: 17:30

So I mean, I thought, I thought that was gonna be ph.

Speaker 1: 17:31

Philippians 4 and 3. Yeah, I can do all this through him, who gives me strength, and I think that's the NIV version. But anyway, the point being is it's a very powerful statement that I can draw strength from something that is not seen. Say it that way, and you also described a couple of moments. I think it's when people find perspective, if you allow it to happen, are in ground-shaking moments sickness, illness, divorce loss, even windfall. Right Is that?

Speaker 1: 18:03

If you don't take a moment to see what's going on because you have an opportunity for perspective, in those moments you're missing an opportunity to grow. In those moments you're missing an opportunity to grow and unfortunately, I'm sure you look back and you're like man, if I had come to this, I probably wouldn't have gotten divorced or this. Who knows what it would have been. The point is, you can't also live in the past of what could have been. It just happened for you to go to the next thing in the moment it was supposed to. So I applaud you for sharing that and I thank you with it. What's kind of been the impact since then?

Speaker 1: 18:31

um, joy, peace, patience, love I would love you like y'all.

Speaker 2: 18:39

No, yeah it's, it's it's you know. They talk about the fridge, the spirit, love, joy, peace, pace, patience, goodness, gentleness. You know patience was something that I struggle with big time. I still do. It's not it's one of my, it's not one of my strengths, but I've been better at and patience is such an important attribute to have and learn from. So by doing this, I just have more peace and joy about life and it helps me connect with people on a on a deeper level, because it's not about me having to do this and I need this. And here's someone who is a stepping stone in order for me to get to my goal, and so I'm going to use them. No, I'm going to serve them and help them, and it so helps me connect with people on a whole deeper level, much deeper level, making genuine connections.

Speaker 2: 19:32

When you remove all the garbage and stuff from your past because typically most people will operate from things from our past we're shackled to the past and we're imprisoned, enslaved, because those thoughts, those emotions hold us captive. When you no longer focus on your past and the hurts and you realize, hey, this happened, it was bad, but look where I am today, going back to for you, happening for you or to you and you start operating on how you see yourself in the future. Good book on the subject is your Future Self Now with Dr Benjamin Hardy. When you start operating how you see yourself in the future or how God and your God-given identity and operate from there, then everything changes because we're no and who we can be and we operate out of our future self as opposed to our past. I love that.

Speaker 1: 20:44

What are you most grateful for in?

Speaker 2: 20:45

your life, we'll get down to the bottom. It would probably be several layers of this. God Jesus, his word, my relationship with him promises all of those different things. If I didn't have my faith, my relationship with Jesus, I don't even know how I would survive, because we face so many different things. And so that gives me hope. There's a verse that one of my promises that I live by may the God of hope give you all joy and peace as you trust in him, so you may overflow with hope by the power of the Holy Spirit. And so that's something that gives me hope. And so without my relationship, without my faith, life would seem meaningless and it would be very, very difficult, because life's difficult, but I wouldn't have the wherewithal, because I wouldn't have the hope to continue to move forward. Yeah, that's beautiful.

Speaker 1: 21:52

What advice would you give to the listeners? Someone like you, someone in the same general spot where you were prior to cutting the tie? What do you give that person as advice?

Speaker 2: 22:38

if you don't, if you're lacking self-awareness, then help, get some help from someone I was. I used to think I was self-aware, but I wasn't, and I'm probably 10 years from now I'll look back. It's like, wow, still wasn't. Yeah, I still wasn't, but I'm making progress. So I think my simple advice is I would sit down If you don't. It's like, even if you don't believe in God, just sit down and say God, if you're real, what is it you want me to know where I am, right here and now, and just be quiet and listen and that first impression you get many times. It's not like I hear an audible voice from God I never have but it's a sense and a feeling, kind of like communicating with my soul. Just have that conversation with God. There's a great book on the subject by Jamie Winship called Fearless Living and he takes you through listening, prayer and some different things. But have that conversation and start journaling a prayer journal with questions and answers you get.

Speaker 2: 23:54

It doesn't mean that there's been times where I thought, oh, god was telling me this. I was wrong. It's a skillset, like anything else, in hearing from God and then following his direction. So that would be one thing. The other thing is get around a community of people who are at the place that you want to go, and you know people. There's so many different studies that you are where you are because of the expectations of the peer group you surround yourself with, and so community is so important and me, being an online business, it's so important to force myself to get amongst people and interacting, as opposed to just here, like us, just talking online. Nothing's wrong with this, but you need community with other people.

Speaker 1: 24:39

You respond. You know I started the Cut the Tie community digitally with the intent that people could connect a little bit more closely, like that. But the men's group kind of the inner circle, the idea is destination-based. We're going to have interactions online but we are going to go meet face-to-face and do something, love it.

Speaker 2: 24:55

Yeah.

Speaker 1: 24:57

And not trying to be exclusionary to women. I just can't help women with how they think and interact as another human in the environment. It's not a mean thing. I just I think and interact as a other human in the environment. It's not a mean thing. I just I'm a man, so I can. I need other men's perspective, that's true, and I don't mean it sounded anyway. So the point is I'm not defending, I'm just saying like that's what it's going to be, because I can only add value in that subject. So, um, I get that because, as somebody who's you know, in their basement studio quite a bit, uh, you know, I, I, I do enjoy very much. So when I actually get on and go meet someone for coffee, it really is a big deal. So I couldn't, couldn't agree more. Uh, rapid fire questions for you here a little bit. Uh, you know just quickly who who gives you inspiration.

Speaker 2: 25:37

Yeah, well, I told you, God, Jamie Winship um is probably one of my biggest, most recent inspirations.

Speaker 1: 25:44

Um, most definitely, definitely, and he's the author of fearless living yeah, so that's your uh must read book fear this living big time. I haven't. Well, that, probably in the bible. Be fair, right, um, but the uh, but I haven't. I haven't heard that book. So I will definitely check that one out. Uh, what's some of the best business advice you've ever?

Speaker 2: 26:02

received. Best business advice that I've ever received is this is going to I'm going back to Simon Sinek with start with why it's? You can have a goal and everything like this, but and I do this with my clients it's. Why is that important and not just your first? Why, ask yourself seven times you say it's important because of's? Why is that important and not just your first? Why, ask yourself seven times you say it's important because of? Why is that important? Why is that important? Why is that important? And when you get down seven layers deep, then you'll understand oh, this really isn't that important. So, really understanding your why for doing whatever business project you fill in the blank is so important to understand why you're going to do whatever.

Speaker 1: 26:52

Yeah, and sometimes it's a simple answer that you overcomplicate. For example, my agency will manage social media. Why is that important? Well, because they're going to pay like $12 to $14 an hour effectively for that, and I'm pretty sure if you take that same time, you'll go make more than $12 to $14 an hour for that. For that it's like you save time and money. It's like a simple answer of why you would do that, why we offer that service, because your time is more viable doing other things period, and it's like for our business, like. That's a very surface level answer. But then there's other things we do with coaching or the group you dive in and you're like it nails down what your value proposition is when you get to the weeds with it. And so when you work in businesses, let me start with like all right, cool, that makes sense of money. But let's get to the details a little bit deeper. I assume you do that with them. Yeah, can I?

Speaker 2: 27:42

give you a quick example. Of course, Every time I start with someone, I have them create their founding documents. Just like the United States had their constitution declaration of independence, we wouldn't be around today. Yes, we have our challenges, but those founding documents have lasted longer than any other democracy. I know we're a republic and when I work with someone I take them through their founding document for their sales and marketing mission statement and this is not a mission statement that goes on the wall, that no one sees and remembers. And when I get to their goal and why it's important, I ask them questions. They say, well, I want to do, have time to do what I want, when I want and with the people I time.

Speaker 2: 28:26

And when I asked him the seventh time why it was important for him to reach this goal and it was a, it was a money goal he said Chaz, and his whole demeanor changed he goes. He seemed like he got a little teary-eyed he goes. I don't want to see the pain in my wife's eyes anymore than I see every day. When I started my business, I had these big promises about doing X, Y, Z and my kids were going to travel the world. And my kids love me, I'm the dad, but my wife? I see the pain in her eyes every day, and so my goal is for her to respect me, to be proud of me.

Speaker 2: 29:16

And he has to serve my clients, but when it's right at home, I want her to respect me. And that's big for you talk about men, that's big for men. And so his whole demeanor changed and because he acknowledged and understood the why it took seven questions he was able to take his business to places he never thought possible. And I don't think that if he uncovered, if I didn't help him uncover that deep why, he wouldn't have the why to do what he needed to do to get his business to the next level, because he was operating on false whys and that's why he was where he was, in a place that made his wife have a look of pain on her face 24 7.

Speaker 1: 30:07

You're, uh, you're.

Speaker 1: 30:07

We do the similar thing with clients where you know what's the desperate problem you solve, and it's not whatever your product solution is. It's the stability of revenue it creates that company. That allows that founder or CEO to not have to be talking about why you're taking a pay cut or this or that, or you're about to lose the that stuff. That's actually why people buy things, that's why people solve problems and that's what really, at the core of it, is there. So I love that. If there was a question today, by the way, I should should have asked you and did not what would that question have been and how would you have answered it?

Speaker 2: 30:38

Who is your CFO? That would have been the question you should have asked me.

Speaker 1: 30:46

You have to answer it now. That's the thing about that question you have to answer it.

Speaker 2: 30:50

I was waiting for you to ask me.

Speaker 2: 30:52

It's for him, sorry. Okay, so my CFO is my chief fun officer, also known as my dog, and when I was sick and I got to a place there because I was working, working, working, working, working. And she is an Australian shepherd, they're very active dogs and she always comes in and, and you know, says, hey, I want to go outside and play, play. I mean she doesn't really say that, but her demeanor and so I realized that her coming and breaking up my day added a lot of joy and peace and helped me become healthier. If you add white space in your calendar, you'll actually be more productive working, working, working, working. Not taking breaks. That actually is inefficient and it's you're going to be not as effective as you can be.

Speaker 2: 31:43

So I learned through that, through getting being sick and whatnot, to take breaks, and so I take her for walks and runs, you know, a couple of times a day, and I'll play with her throughout the day and I do meditation and a bunch of biohacking and whatnot. So, um, that would be the question. And I named her my CFO, my chief fun officer, because she brought a lot of fun and joy into my life. Uh, as she's part of my regular schedule, because this is my office Well, my office over here, this is my video studio, and so it helps break up my day and I enjoy my time much more than just working, working, working, working. That's good.

Speaker 1: 32:25

I love that we do four-day work weeks at our company for that reason that you get a full day to do a side hustle, go do errands, whatever you want to do. Love that. You can break it up how you need to, so I support it. I really appreciate you, by the way, coming on today, chaz, this has been awesome. I'd love to accomplish this with you. Shameless plug for yourself, all right, so who should get ahold of you and how do they do it?

Speaker 2: 32:47

Yeah, so if you're a coach or consultant or have a business with one to five salespeople and you're not able to identify, attract and onboard new clients and you're not able to identify, attract and onboard new clients, reach out to me LinkedIn, chaz Horn, and I could give you a link to that if you're sharing this.

Speaker 2: 33:06

Also, I do have a book to give to your listeners, if that's okay, complimentary. I wrote a book. It's the B2B Blueprint to Predictable Sales and I break out it will be a digital copy. I break out how to have leadership, how to go with core values, how to set standards and how to look for the right people and all the systems and processes you need for your business to take it to the next level. And there's also video training in there that you can consume the content with templates and whatnot, to help you with meetings, and I talked about the founding document. That's all in there. So if your listeners want that, it's my gift to them and you can visit me on LinkedIn and put cut the tie on your invitation, so I know how you know to find me.

Speaker 1: 33:52

I love it. It's Chaz Dashhorn, so LinkedIncom slash N slash, chaz C-H-A-Z Dashhorn. Thank you, chaz, for coming on today.

Speaker 2: 34:00

Yeah, great to be here, Thank you.

Speaker 1: 34:02

And listen, guys. If you're listening and made it to this point and watched, thank you. Get out there. Go cut a tie to something holding you back from.