01:53 David Blaise: And of course, that's the whole purpose of the Total Market Domination course, is to be able to get in front of people, to create that level of top of mind awareness so that they become aware of you. One of the things we talk about in the course is there's so much talk you've heard over so many years, "it's not what you know, it's who you know." And in fact what we've discovered is it's not who, you know, it's who knows you. And if you get enough people knowing who you are, then yeah, you get those calls coming in, you're building up the business and things are going great. So it sounds like you've been able to at least begin to create a level of market awareness, if not yet domination, among people who never knew who you were previously. Is that right?
02:29 Kurt Hoge: Yes, it is absolutely accurate. I think the thing that really made it work for me, well, your course, David covered so many different ways -- now whether you're talking about social media or direct mail or advertising or, or getting the most out of networking events, whatever it was -- you know, not everyone is going to be good at everything and I really appreciated that about your course. Instead of telling me all of you who are taking the course must do all of these things, we were pretty clear that, you know, find what works for you or what is within your sweet spot and do it. And so I'm not doing everything because some things I'm bad at, but the things that I am doing because I like them and I'm good at them really, really are moving the needle for me.
03:16 Kurt Hoge: And I just point out one other thing, your approach is different from other sales and marketing coaching that I've done in that way. Like, I have a relationship with a great sales coach, but he hammered on me, "the person who makes the most phone calls, wins." All things being equal, whoever makes the most calls is going to get the most sales and that makes sense at a certain level.
03:40 David Blaise: Right.
03:40 Kurt Hoge: But, if you hate making the calls, and you shouldn't hate it, you should get better at it. And I've been working to get better at it. Absolutely. But that bleeds through to the quality of the calls that you're making or the likelihood that you'll actually do it. And every day was a slog. I would sit there and I'd make 50 phone calls and just... I hated my life. And now everything that I do is fun, and I'm getting great feedback.
04:06 David Blaise: Yeah, and that approach obviously has been taught for decades.
04:14 Kurt Hoge: Yeah
04:14 David Blaise: Just make the calls, and it's all a numbers game. And of course our approach is that yes, it is a numbers game, but it's a smart numbers game and if you can get a bunch of people calling you. Instead of having, you have to reach out and introduce yourself to people in that way, which doesn't position you particularly well, then it's a numbers game that isn't working for you.
04:35 Kurt Hoge: Yeah.