Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108

0:06Ladies and gentlemen, welcome to a special edition of the Money Mondays. We are here inside of the RV motorhome parked in Beverly Hills, California. And our next guest happened to be in town, which is the whole concept of the RV motorhome. So I can drive to areas where people are and it removes the friction of trying to go to a standalone studio. I'll just show up. You know, I'll just go to your business. I'll go to your office. I'll go to your event. I'll go to your workshop, whatever. I mean, I've never been in an RV to the podcast. This is a brilliant idea, man. You need to start a coaching program around how to teach people to do mobile RV podcasts.

0:37I love that. So as you guys know, we cover three core topics, how to make money, how to invest money and how to give it away to charity. Our next guest has built up one of the biggest companies in the sales industry category. I'm going to talk to you about why sales are important, why the skill of it is important. And then once you make money from that, what should you be considering investing into? And then we'll get an end off in the charity realm as we wrap it up. As you guys know, these podcasts range from 32 to 38 minutes for your listening pleasure. We have a 93 % listen-through rate because we keep the podcast under 40 minutes.

1:07Since the average workout is 45 minutes, the average commute to work is 45 minutes, we keep all these episodes under 40 minutes for you guys to be able to listen to all in one shot. This one, you're going to want to listen to multiple times, I can already tell, because every time I've been talking to our next guest, it's been blowing my mind of what he's built in the sales category. And to me, sales cures all. You've heard the famous quote from Mark Cuban, I say it over and over and over. in your business. If you have more sales, guess what? Your marketing team's happier. Your investors are happier.

1:38Your clients are happier. Your manufacturers are happier. Everyone involved in your business is happier and feels better. Sales cures all. It helps invigorate the company. And so I'm very excited for our next guest, Mr. Jeremy Miner. If you could give us a quick two minute bio so we get straight to the money. Jeez, what would you like to know? Give us the fast forward version. Fast forward. Well, so I'm the founder of Seventh Level. Obviously, we're a sales training company that trains salespeople and organizations how to really sell more of their products and services. That's really what we do.

2:08Kind of that boring, Dan. That was only 22 seconds. I know, yeah. I mean, I'm sure we'll get into it as we go. What would you like to know? Where do you want to start? Why do companies or organizations need to hire someone like 7th Level? Why do they need a company like yours to help their sales training? Why don't they just hand out a bunch of sales books? Well, the question would be, have you ever asked yourself, why do salespeople selling the same thing with the same price points using the same script selling to the same prospects get completely different results how is that even possible right so there's something there there's something going on if we're all doing the same thing so typically that's why companies bring us in because really like in my mind sales is something that you're not just doing necessarily to make money sales is just who you are as an individual because everything is persuasion influence everything that we do right so you know if I if I'm let's say how our wars started because a lack of what communication you know right how are you know negotiation anything so anything in my mind is all about persuasion sales like it doesn't really matter what you're doing it's just who you become so why do companies bring us in because they obviously want to learn skills to sell more pretty easy so if there was 10 sales reps in this RV motorhome with us and three of them were you know fancy college grads they went to Harvard and Yale etc these three you know they grew up in tough times and these three got training what what are the differences between real life and for humans that maybe have college education no no education versus actual sales training from a company like yours I don't think there's anything in sales there's really no difference whether you have an edu like a college education and anything like my background I'm a psychologist I went to school to become a psychologists, behavioral scientists.

3:56So did I take some of that to learn how to influence? Yes, right? Because when you're a psychologist or a psychiatrist, you're taught that every human being has a certain way of thinking. We call that a frame or a belief system, right? So what are some belief systems that prospects would possibly have? When you first start talking to a salesperson, what's the first thing that comes to your mind? How much is this going to cost me, right? That's a belief system, right? So it's a frame. So as a psychologist, you're taught with a patient, how do you take them out of their way of thinking? So let's say if they're like, oh, you know, I'm going to commit suicide.

4:30I want to commit suicide. How do I take them out of that belief system? That's called a D frame. And then how do I reframe them into a new belief system where they need to live because they've got people counting them. That's, you know, framing them into something else. So as a salesperson, it's the same concept. Every prospect you talk to has a way of thinking or belief system, like how much is this going to cost? Or, you know, maybe their belief system is, you know, I'm not going to make a decision today. So how do you take them out of that way of thinking and reframe them into a new way of thinking?

4:58We call that results-based thinking, just as an example. So I took that, what I learned in university and applied that into sales. So as far as most salespeople though, like having a college degree doesn't really, not really going to help them sell more, if that makes sense. I always say, you know, I was talking to this company that we were training today and I said, there's four types of salespeople. Okay. There's really four types of people in the world, but four types of salespeople. There are, I'm going to pronounce this. There are the wingers, people who wing it, right? So, you know, the salespeople that every prospect they talk to, they're going to say something different and they don't really have a process.

5:36They just kind of wing it. Right. And then when they don't close the deal, they typically blame the leads. They blame the prospects. All my leads are broke. My prospects have a bad mindset and they never blame their skill level. Right. And those salespeople typically go by the wayside. They get fired. That's the first brand. Second type of salesperson is called, we call it a dabbler. Right. Uh, if you've ever, if you've ever been to any of the Tony Robbins events where he talks about this. Okay. So he talks about stressors, dabblers and committed to mastery. So I'm like, how do I do this for sales?

6:07So second type of person is called a dabbler. And those are typically people who buy a couple sales books a year. They maybe go to a free event here and there. They might follow you on Instagram or YouTube to get some tips. And they're just like, you know, eventually I'm going to figure this out. I'll get enough reps. You know, I'll get enough. I'll make some mistakes. I'll learn from those. And eventually I'll get good. Most salespeople are dabblers, right? They stay average. If they ever get good, it's because they work 12 14 hours a day they play the numbers game and eventually they burn out third group we called the know-it-allers so those people invested in sales like sales training themselves originally they started training they got good maybe they're making a couple hundred grand a year if they're just a salesperson and when they get good they start to get a what a really big ego they think they know everything about selling they stop investing their skill level and their income gets capped and then the fourth group those are the ones who are actually committed to mastery so it doesn't matter if you went to six months of school one month of school no months of school like our top rep in our company before chris last year made 900 grand in commissions whoa and he's only 20 years old never went to college because he acquired the right skills right like having a master's degree and whatever it's not going to teach you the right questions to ask or how to use your tone out if you get your prospects and guard down, right?

7:36School has nothing to do with really how well you sound. Now, if you're going to be an attorney or a doctor, you've got to go to school because you're going to get a job, right? But if you're committed to mastery and you have a plan to master those skills, you can be pretty deadly for sure. So someone out there is listening. They're 18, 19, 20 years old. They're about to go to college or they're leaving college and they want to get into sales. what should they be thinking about or researching or learning about going from Dabbler first before they get to match? What could they listen to, learn, read?

8:05What are some things you'd recommend? I think the biggest mistake that sales people make is they have this, or new people getting into sales, is like, well, I'm just going to wait until I get the sales job and then I'll learn how to sell. But I want you to, we have to understand, why do sales people have the highest attrition out of any industry? because they're not educated before they get the job. If you're an engineer that's hired to build a bridge, imagine not being educated on how to build the bridge before you get hired, how successful you're going to be building the bridge once you've got the job.

8:40It doesn't make any sense. If you're in the military and you're like, I don't need any training, I guess you don't need boot camp. We're just going to go right in and just drop us off in the middle of Afghanistan. Just duck, right? See, you're going to get shot, right? Or like a neurosurgeon, right? every profession you get educated before you get that job except really sales right and so that's why there's such a high attrition so typically we'll we'll we'll tell somebody like hey if you're going to get into sales you want to have at least a grasp of the fundamentals of communication because if you get that job and you get in there and you don't know anything about what's going on and you start sucking which you're probably going to start sucking the first several weeks first couple months you're probably going to get canned really quick and then you're kind of out of sales so you want to at least be have some type of i don't care whose program you buy but you want to buy some type of program and at least get the basics down so when you start you're already a little bit ahead of the learning curve and you can actually make some sales and actually start getting some success you know some results books don't typically do that yeah so someone did it they went out there they got a sales job they're selling high ticket or they're selling for a certain niche like medical insurance or something and now they're making money they're making eight grand five grand ten grand twelve grand a month let's transition to the investing side once they've started to save up some money why is it important for someone that's making six figures a year why is it important for them to actually be investing their money instead of buying a second car and a third watch a third watch yeah uh i do i didn't have nice watches till like seven or eight years ago and I made a little bit of dough as a salesperson before I retired.

10:15But, you know, I, you know, reinvesting, the number one thing that is tied to how much you make as a salesperson is what? Your skill level. So all you should be doing, especially in your 20s, is reinvesting back in your skill level. Like if you keep reinvesting back in your knowledge and skill level, I always say, what's the number one, what's the number one problem in sales? The problem that you don't know you have because if you don't know you have the problem how do you know how to fix it right so if if i'm in my 20s again like i did is i just reinvested back into my skill level before i started investing in anything especially buying watches or cars right i think you know up until my early 30s i was driving a volvo you know and i was making a couple million dollars a year in commissions as a w-2 rep still driving a volvo it was a nice volvo but nothing crazy like my boy over here driving the lambo chris i love you you know what i'm saying but you know so it's reinvesting into your skill level like that's what you have to do especially when you're young keep investing your skill level and your knowledge it's like you're just going to get more successful more successful and then you can you know start investing in other things for sure that's what i did so now they're really doing it now they're making 200 grand a year 300 grand a year but companies start trying to prospect them companies try to try to kidnap them to come work for them and sell solar for me, sell insurance for me, sell roofing for me, whatever.

11:39How do they decide or try to learn about or figure out what industry should I be selling in? Are you asking me, like, is there a better industry than maybe the red? Not what industry to go sell in, but, like, how can they try to make decisions, you know, about what niche to go into? I just, I mean, I think to each their own. It just depends on if you're happy with the company you're with or if you're not happy. But I will always tell you, and I made this mistake, you know, I sold in four different industries in my 18-year career before I started 7th level. And there was a few of them where I thought the grass was greener on the other side, especially earlier on.

12:15And it wasn't necessarily greener. There might be other things that were greener, but other things that weren't. So I think a lot of salespeople, they think like, oh, oh. I'm going to solar. I'm going to go do pest control. Yeah, I'm going to, you know, I'm selling pest control now, but everybody's making all this money in solar. And that might not necessarily be the case. And they get over in solar and they're like, oh, why am I not making so much money? Well, because your skill level. It's your skill level now some of it a little bit has to do with the industry here and there But most of it is just your skill level because salespeople always like oh well You know that guy's selling this if I go sell that they think it's like the product or something like if I just sell If my thing would do this I would sell five times more and then when they go to a company where it does something better They start to start to realize that oh, maybe it's maybe it's not the product.

12:57Maybe it's My skill level needs to improve, you know so they're at the company and they start to become the shining star like our friend over here becomes number one in the space yeah yeah how do you deal with the other staff when it comes to jealousy pointing fingers rumors and gossip when you're trying to be focused on being the sales but there's things going on within the office or beckon i mean i i think you you know i mean we have a management team that that does that with us but i i think one good thing that they're really good at is just managing different personalities you know i i you know i've had managers before and they're like well they don't fit our culture and i'm like well get used to it because unless you're gonna have five or ten people you're not gonna find like hundreds of people that just fit the culture necessarily you got to learn how to manage like many different personalities and if you do that you can scale like in my corporate career uh i was a vp of sales for a company called vivant of course the jazz and i built a 4 000 person sales team there lots of different personalities to manage and so you you know you remember torell owens the football player you know he was the guy that was scoring all the touchdowns but jerry jones always had to deal with the personality so you're going to have top performers sometimes that have different personalities they're scoring touchdowns they like the scoreboard so you you got to just you got to go with it you got to manage their personality and sometimes you if they're not if they don't if they don't fit your culture that doesn't mean you can't help them start to fit the culture it's not like people can't change you know i always when people say like oh well they're not the right fit they just don't fit our culture i was like well that's like the sale the the prospects you know saying that they don't want it but you're reframing their way of thinking over to your thinking it's like you just got to reframe them into being in the culture like well this is just persuasion it's influence.

14:52All right. Real life scenario. Yeah. 18 years old, fresh out of high school, they're living in Salt Lake city and they're going to go work for Vivint, but they got to go knock on a door. Yeah. How do you remove the fear of walking up to a stranger's door and then go do that 20 more times in a day? Well, I think there's a couple of things. Um, first of all, it's doing it, but before even doing it, it's, it's what you view selling is, you know, is I always ask this to anybody. Is selling something you do to people or is selling something you do for people? For people. So if I have a belief system that I'm doing something to them just to make money, I'm trying to manipulate them to win them over, you know, that's adversarial selling, your nervous system is going to be all messed up because as human beings, we don't feel comfortable necessarily doing that.

15:41But I have a belief system that I'm doing it for them because I am doing it for them. If I can't learn, if I can't master how to communicate and influence and they don't buy my product or service, that means their problems don't get solved, right? And they stay in the status quo and nothing ever changes. And that's my responsibility. So when you have a viewpoint that you're doing it for them, you start to become a little bit more detached from the outcome, right? So then sometimes it takes time, especially when you're 18, you're not necessarily going to have that belief system. You got to get trained by somebody that They can train you that.

16:11And so I believe if you have that belief system and you start developing the skill level, you're pretty confident. I mean, what causes a person to be confident in anything? What they learn, right? Like if I'm a neurosurgeon and I somehow cheated my way through medical school and I didn't really learn much and I go to do my first brain surgery, I'm going to be a little bit, I'm going to lack confidence, right? So it's the same in sales. If I'm learning everything I can about selling and I'm rehearsing and I'm doing all this stuff and I'm really getting it down, my confidence level is going to be up here because I'm making more sales.

16:49And I love motivation. I'm a big personal development person with the mind. And that's a part of the ballgame of sales. But the biggest part is what you're saying to the prospect. What type of questions are you asking to get them to open up? How are you using your tone to get them to let their guard down? Your body language. That determines if you make the sale or not. So I get pumped up all day, right? But if I'm not making a ton of sales because I have a low skill level, where's my confidence level going to go back down to? It's going to go back down to where my skill level is. And I think that's really true in anything in life.

17:20It's not just sales. It's like your skill level determines your results you get in life. If you have a lack of skill, you're going to lack the confidence. It's hard for you to take action. So that kid, he got over it. He went and knocked on 20 doors, 20 doors, 20 doors, 20 doors every single day. Started making 10, 15, 20 grand a month during that summer. Boom, made$100 ,000 in four months. How, going on to the next part of their journey, do they not get the ego that they're like, I'm the boss or I'm the best at this thing? A lot of salespeople do, right? We call them the know-it-allers, right?

17:53So they'll invest in some training initially to get them up to the six-figure range or multiple six-figure range. Then they think they know everything about it and then they stop learning, right? I mean, you know as well. If I'm in marketing, I have to constantly evolve. I have to constantly come up with creatives and different ideas. If I'm a CEO, what worked for me five years ago is probably not going to work right now. I have to constantly evolve and adapt. And the same is true in selling. And you have to keep investing in your skill level if you want to master it rather than just kind of being capped in it.

18:26Yeah. All right. So they made some money. They grew up, 18-year-old. Now he's 25, 26, had his first kid, made some money, saved up a couple hundred thousand dollars. why do you think it's important to have a charity element into a sales organization or into a corporation why should they invest in charities i mean yeah sure i mean you know you know sometimes like i i you know i'll give money to my church that i belong to i think it's important to give back i mean i'm a big believer in that um you know i think i heard tony you know robbins at the last event i went to talk about giving back and the power of giving back and reprobocity or whatever he calls it so I'm a big believer in that what what charities do you invest in so 14 years ago actually right behind that door there's 300 backpacks and every backpack has 150 items inside okay I started that 14 years ago we've given out 6.5 million items so far to the homeless nice backpacks are half is that here in California just anywhere anywhere in the country we've got a little bit overseas but the customs doesn't like it because there's 150 items inside there's a lot of different stuff in Could be trouble.

19:30So we do half food and drinks. The other half is like cleaning supplies, a poncho, a watch, a sleeping bag, sunglasses, duct tape, socks, etc. Okay. And then 11 years ago, we started a toy drive. We had eight of us volunteers wrapping toys on the floor. This last year, we broke the Guinness Book World Records in December for over 200 ,000 toys. No shits. That's awesome. We covered SoFi Stadium. Yeah. And then we did the Miami Heat Arena. Yeah. Had 1 ,000 kids show up there. And we did. Yeah. Anyways. so that's called the Trina's Kids Foundation and then in between there I help other people's charities so I do Steve Aoki's charity for the last six years for mental diseases we do a Thanksgiving food drive we do a report card day we do a back to school drive the fires in Los Angeles two weeks ago how was that?

20:17it was intense I was watching these that's crazy we raised four semi-trucks of supplies in a day so when we see situations I like to incorporate charity into each business and to each event because of the butterfly effect of it. In Salt Lake City, we started this thing called the$100 Tipping Club, which isn't charity, but has a charity element to it. So it was with Jimmy Rex and those type of guys that are all in Salt Lake City. And during the shutdown, we said, hey, get 5, 10, 15 of your friends together and just go pitch in$100 each and surprise the waitress. Half of the money goes to the waitress.

20:49The other half goes to the staff. That's cool. And then thousands and thousands and thousands of people started just doing it and tagging us. and now it's much bigger than us. They have no idea we started it. It's fantastic. You know, with charities, I think it's one key thing that's really important is just, you know, you've got a daughter, right? So it's just, it's having your kids see that. So like, you know, especially Thanksgiving, we would go like pick families out at the local church, like who's struggling. And then anonymously, we would go buy them food, buy them presents and stuff like that.

21:21And then the kids get involved in that. I think that's really one of the most important things your children to actually see it. So the final question we ask on every episode, and we've never gotten the same answer, is one day. Hopefully it's 100 years from now. It's finally time for Jeremy to pass away. Jeez. I'd be a little bit older then. But along the journey, you've made hundreds and hundreds of millions of dollars, maybe billions of dollars, hopefully. What percentage of that net worth do you leave to the children? I mean, I I have a trust now. So if the way I've got my trust, I'll just tell you how I have my trust set up because I don't know on percentages.

22:02But the way my trust is set up is let's say if I passed away today right now, they would get a certain amount actually right now. So I have older kids. So I got married when I was 21. I'm divorced now. So I got married when I was 21. I had kids really, really quick. And then I have a six-year-old as well. Okay. So there's different amounts that would go to different. But I don't believe in giving them all of it at the same time because I think they're a little bit too young. so I think my oldest daughter is just about to turn 24 so I believe that I think at 26 that she would get a certain percentage that I'd have to look I don't remember this I didn't know you were gonna ask me this question about my trust they get a certain amount of 26 they get another certain amount like in their mid-30s and then there's a certain amount that stays in the trust that's how I have mine set up my six-year-old her mom would get a little bit more to make sure that she's taking care of, but I don't have percentages.

22:56What about you? So each time I think about it, because I hear, I've done this 110 episodes, and I hear a different answer every single time, by the way. Apparently, yeah. From 0 % to 100 % and everything in between, and different variations and versions. So I want my daughter, and if I have their children, to be a good steward of capital, that I would trust in them enough. But I think that their age group definitely matters. Sure. you give them a bunch of money at 18 they're probably going to blow through it for sure yeah so my in theory i could give them 100 of it if they're going to also then have to use a portion of it for our charity efforts in our foundation to deploy it but my job as a parent along the way is to train them enough that i believe that they will be a good steward of capital and not get hundreds of millions of dollars and become like a lot of the stories that we hear could be trouble yes yeah but ultimately there's a lot of charities and people in my life that along the way that they would get portions as well so it would never be 100 % to just my daughter for example because there are other family members and close people that help me part of my journey there's also some people that work with me that I would feel like yeah they're part of my journey yeah and so I don't know the exact number it's at least 50 % yeah and it would never be in one shot yeah i'd rather them get it it's not very smart yeah you put it in a time actually keep a lot of it in you know the generational wealth right that's what it's all about and my goal would be that grandkids and grandkids and grandkids could actually feed off and they'll probably never know who i am just because like yeah you probably don't know who your great-grandfather is yeah right you might know the name but not actually like the rothschilds right yeah um smart there are ways to structure that.

24:39But it's been fascinating to hear the different answers because some people are flat out 0%. Some people are totally 100%. Why do you think some people are 0 %? I always, when somebody says that, I'm just like, well, each is their own. Yeah. There's actually a lot of people that have said 0%. Do you think they actually do that or do you think they say that? Both. Both. Yeah, I think some people just say that. Yeah, both. If push comes to shove, they would do it. Especially when they love their children. It's not like they're saying, like, oh, I have a rogue child I'm not going to give anything to.

25:07Yeah. I understand if they say that like, oh, my kid's in rehab or my kid did this or my kid doesn't talk to me or something happened. I can understand that they might feel like, okay, they get 0 % for whatever that personal reason is. Yeah. But these people that have like a four-year-old and a 12-year-old, you're not mad at them. So like you don't have like an animosity towards them. The reasoning has been mostly about the fact that they didn't have money when they grew up. Well, I didn't have money when I grew up either. So what? Isn't that why you wanted to make more money to take care of your family though?

25:37For sure. That's what I did. Yeah. Absolutely. That's why I work like a man. Exactly. It's for everyone else. So why not reward them? You just have to teach them correct principles so they don't just become lazy and not do anything with it. But in my mind, I don't know. When somebody says, I'm like, why do they do that? But that's just me. Each is their own. I've also thought about popularizing the concept, actually, this year, about actually doing it while you're alive. Because what happens is, let's say you pass away, hopefully, 100 years from now, let's say with modern technology, you pass away at 150 years old, whatever the number is, your kids at that point would be 50, 60, 70, 80, 90 years old, right?

26:14So them getting the money then is not as relevant as getting it when they're 26, buying their first house with their husband or wife, right? Buying it at 32, 38, et cetera. When they go through junctures, they don't need it as much when they're 50. If they do, obviously that's different. But for the most part, I think there's an interesting reason or an interesting concept of actually doing it while you're alive and actually seeing them prosper with it. I can see that, yeah. And also testing them. Here's 4 million. Well, hold on. Do you want to keep like 10 %? Because what if you keep living, you run out of money, and then you get in a fight and you have nothing.

26:46You got to go back to work, man, Dan. Come on, you got to think about this stuff. I'm always going to be working. Maybe hold 25 % back or something. I don't know. I'm always like, I got into sales as a 21-year-old kid because I got married and had a daughter on the way. That's why I didn't know anything about selling. I had to do something. I've got a daughter on the way. I'm 21. What am I going to do? First job, sales, straight commission. So I busted my butt off for her and my kids, and I do that all the time. Now, if I don't teach them correct principles, and they're just trust fund kids that don't do anything, that's different.

27:23But if I teach them correct principles, like when we fly over to Europe for summer vacation, they all set an economy. I set in first class, and they're like, Dad, why can't I set in first class? well you got to learn skills to make money to pay for first class i'm paying for economy for you guys you start learning skills you can set up here by me you know if they call like dad i need a money sounds like you got a skills problem wow sounds like you got a skills problem he's like i you know i'm not budging i'm like well it sounds like you got a skills problem because why not focus on making more money so um i think it's just teaching them the correct principles and and and helping them like understand how to use money you know if they're you know just rich kids on a trust fund i could see that but you know if you teach them principles i would say why would you not want to share that i don't know it's just me who else are you going to give it to by the way a cat foundation i don't know you know i love cats by the way have you ever thought about this almost all the business owners and entrepreneurs that we know not one of them actually grew up rich like if you really think about the storylines I'm sure there are one offs it's not like it's impossible so I'm interested about this generation because our generation back in our days there wasn't really like wealth that way we didn't have the stock market the same way cryptocurrency didn't exist their 400k house didn't become 1.4 million that happened later the wealth that's been generated over the last 20-30 years has extrapolated into such a mass number and people just didn't have that type of money back then I'm very interested to see in the new generation especially in the next 20 years in the next 10 years actually the amount of people that are senior citizens that are going to be passing away or giving away their companies or selling their companies and giving that wealth away is, I forgot the number but it's trillions of dollars trillions of dollars that's never happened before and so i'm very fascinated to see what happens with the massive amount of divorces so a lot of women are getting this huge amounts of capital and how do they then distribute that capital when they didn't have careers yeah right what do they do with that money yeah and the people that are inheriting a bunch of money yeah didn't necessarily have any money along the way they grew up in a household but didn't actually have the capital anyways i go down these rabbit holes hopefully they learn something what to do with their money all right yikes where can people find you across social media can they check out your companies your life, your podcast, what's going on in your business world?

29:51Yeah, you know, just have them follow me on Instagram. My verified account, Jeremy Lee Minor. You can go there, follow me. You know, you can get one of our best-selling books at Barnes & Noble. It's called The New Model of Selling, selling to an unsellable generation. So you can pick that Barnes & Noble, something like that. Very cool. All right, guys. Thanks for having me on, man. Absolutely. It's important for you guys to have discussions with your friends, family, and followers about money. We all grew up thinking it's rude to talk about money. I think that's preposterous. We have to be able to talk about credit scores, loans, taxes, payroll, salary.

30:23What happens if my friend borrows money? What do I do? We have, this is real life. You've got to pay bills, whether it's your insurance, your food, your groceries, your life and health. Money is part of your real life. There's nothing rude to talk about it. And we have to have these discussions. So talk with your friends, family and followers. Check out Jeremy Lee Minor across social media. Visit us at themoneymondays.com and we'll see you guys next Monday.