When You Come to the Crossroads

Darryl Praill: How's everybody doing today, folks. It's another day here on the INSIDE Inside Sales show. My name is Darryl, but you know that. It's good to have you back here. What's going on? What's happening in your life? Anything new, exciting? Let me ask you a question. How are you feeling? Because I don't know about you, but we're in the middle... Okay. So if you're north of the equator, we're in the middle of our winter. And it's like you get the late January, early February blues where it just seems you're lethargic or maybe you're hibernating, or maybe you're second guessing every single decision you made in life, including all those cupcakes and butter tarts you had over the COVID, which... I'm beyond the COVID 19 at this point in time. I just want you to know. So now I have no self- esteem left and I'm feeling pretty, pretty bad. Although, in fairness, the butter tarts were really good. But no, I asked the question because I actually had a really interesting conversation with my son on the weekend. So of those who don't know, my son is a little bit like his old man, he's a broadcaster. And, so he's a television reporter. He's an anchor, he's a radio person. He does all that kind of stuff. And I tease and torment him all the time saying that, my audience is far more engaged than his audience is and that he's not nearly as good as his old man, but between you and I, he is. He's really, really good. So he's having good success, right? So then that's a frame point. He's having good success and he's rapidly... He's flipped jobs. He's... I don't know. He say he's five years, whatever, maybe doing his career now. And he's changed jobs four times as you do in media, you go from the middle of nowhere. So his first job, this sidebar, was literally five hours north of Winnipeg, Manitoba Canada. Now, for those of you who grow up... Well, where the hell is Winnipeg from? True story, Winnie- the- Pooh was based on the name Winnipeg because the author was Canadian. So, little factoid. But Winnipeg is this cold city in the winter, because it's quite north. And in the summer, it is infested with black flies and mosquitoes. I honestly don't know why people live there. It's beautiful, if you can just be in a bubble the whole time you're there. And for my Winnipeg listeners, I love your GoJets. But he was five hours by driving, north of that, his first job earning less than minimum wage as a contracted employee at a radio station where they serve collectively over multiple profits because they had repeater stations, 50,000 rural farmers. And he was the FM afternoon guy. That was his first job. So folks, they like sales. You got to start somewhere. You start as an SDR. And of course, as an SDR, what do you think about? You think about, you want to be an AE and you want to be whatever you want to climb that career. And that's what he is done. So, he's changed job and now he's kicking ass. He's in the nation's capital and he's on the biggest network in Canada and he's doing great. Why is this relevant to you in a sales show? Is this a humble brag? No. It's relevant because of this. He called me off and he said to me," I'm just starting to really second- guess my career. And I'm not sure this is what I want to do forever. And the anxiety of having a deadline every day and having my job, my assigned story change often two, three days of the five day week, midday, because another new story has developed. So drop everything you're doing and you have to do this. And by the way, you still have a deadline because we go to air the news is at whatever time, five, six, o'clock, whatever. It's getting at me. And a lot of this stuff, it's tough." It's quite common for him to cover murders, right? As an example. And he's got to go talk to the grieving widow and knock on doors. It's not necessarily the glamorous job you think it is. And so he's sitting here going," I don't know if this is what I want to do, but here's the thing. I don't know what I would do next. And I'm at a crossroads." So let's just take apart what he's saying to us. What he's saying is, he's got a vision of his career and he's achieved part of it. But he doesn't know the long path where to go from here and he doesn't know what else would do, what he would do. So maybe he's feeling a little trapped. Okay. And then he shared, he's got this anxiety, he's got this emotional investment that's eating away at him. Fair? Can you relate? Do you ever have anxiety about where your career's going? Do you have anxiety about hitting your sales number? Do you have anxiety about whether you are on a path to what you hope to achieve someday? Maybe you want to buy a house, maybe you want to retire. I don't know, whatever points you are in between and maybe your career just isn't going the way you thought it would go. Maybe it's not the career, maybe it's you. Maybe you gain that COVID- 19 and you're not feeling good about yourself. You're doubting yourself. Maybe as good as your numbers are, you just don't think you're very good at your job. Because you see other people doing better and changing jobs and maybe getting more visibility and social for whatever reason. And you start to think that you are just not in. Here's the thing, all of these things impact your wellbeing. All of these things impact consequently and consequentially, both words apply here, your performance. These words affect how you feel about yourself. These words affect how you interact with your family, your friends, your kids, and they challenge you... And sometimes they can become self- fulfilling. So when you're in this situation, when you're struggling with your emotional wellbeing, your physical wellbeing, your mental health, and you know it's impacting you. You're self- aware enough to do that, but you're at the crossroads. What do you do? Well, I've been there. I shared this before. I'll share it again. In my early thirties, I had a breakdown and it is devastating. So today I thought, in the middle of winter, we should probably have that conversation because it affects all of us. So I thought, who was the most dysfunctional, mentally unstable person I know? And that's when I thought of Jenny Brennan, the senior director of sales at Agorapulse. If you want to talk about messed up, it's Jenny. Jenny, how are you doing my friend?

Jenny Brennan: Hey Darryl. I'm great. How are you?

Darryl Praill: I'm doing well. Now, you know what I love about you Jenny? If you're watching on video, she's got that mid, torso, shot up near the headshot. The classic headshot. But what does she got? She's made sure she's got a shirt that says" Agorapulse right in the branding." She's nailed the Brandy. She may be a mess, but she's got awesome branding. So there you have. I'm teasing. Jenny, I'm giving you grief. Just so we're clear on this, Jenny is not a mess. In fact, she's quite the opposite. She's a dynamo. She's been like this up and coming star in the sales world. People are talking about her and she's just this... She's got the best accent but... Here's what really matters folks. Okay. Jenny has two dogs and one of them is a Schnauzer. I have a Schnauzer, we are Schnauzer buddies. So there we go. That's the stage. Jenny, are you going to help us out today and deal with all this trauma and challenging and just issues and messy stuff that we've talked about today. Can you relate to anything I just said in that little opening monologue?

Jenny Brennan: Yes. A hundred percent. You just told my story. Yeah. inaudible Yep. On the same page. And also we have a lot in common, because we're probably as messed up as each other, I would imagine.

Darryl Praill: Oh yeah. Okay. Oh yeah. That's the funny part. Right? People, people see you either. And Mike, I can speak for me, I can't speak for Jenny. But for me I can say, people see you... They see that you see the public me and you see all this. I may be a little emphatic. I may be a little bit demonstrative. I may be a little enthusiastic. And you might think," Well, he's really got it together." No, I'm a mess. Just so we're clearing that. I'm a mess to everybody else. So every day's like," How the hell did I get here? And when are they going to figure out that I'm not a loser?" So that's the challenges we struggle with. And if you ask my sales team, they'll say," Yeah, he's a mess. He's a loser." So there you go. It's universal across the board. But you've got a bit of a journey yourself, Jenny. I mean talk to... If you don't mind, can you share a little bit of your story?

Jenny Brennan: Yeah. Sure. No worries. So first of all, thanks for having me on. It's really great to be here. I'm very excited because I listen to your shows. So I'm starstruck at the moment to be with you Darryl and... Yeah, I'll share a bit on my story. So I came to sales late. I came to SA sales very late, but actually looking back, I was probably always, say in sales from the age of about 18 months. I was always getting what I wanted. And my short form of my story is, I left school with an okay. Leaving cert is what we have here in Ireland. So depending on where you are in the world, like the final exams, I get you into university. I just got enough to get into college and do a course. And I took off into the world of tourism and event management and for about eight, nine years until my late'20s, at which point I... With my husband who I've been with since I was 19 and were still together, amazingly he still puts up with me. We had a baby in our late twenties and I walked away from my career. If I'm honest, I decided," Yeah. I'm just going to stay at home, be a stay at home mom, which I don't regret. I love that decision. I had great time with my kids, but I lost myself. I lost my purpose, my sense of what else was there for me to be focused on. And again, I love my children very, very dearly, but I'm also quite a driven person. I like to achieve. I like to win. I like to challenge myself. I like to learn. And so from my late'20s to my early thirties, I suffered from a lot of anxiety and postnatal depression. And I won't go into all of it. But basically it landed me at the age of about 34, 35 when the recession had really affected us as a family. So like 2008, I think is a year that most of us probably remember where we were when everything broke out on the TV. I was feeding a child and in 2011, the recession landed on our front door. My husband who's amazing had his own business. It was going really, really well. And unfortunately, through economic issues within the space of three weeks, his business was gone. And there were no sales jobs. He also comes from along sales background. And so long story short, I discovered the internet and I had never really... People laugh at me when I say this. They were like 2011. Everybody was on the internet, but I wasn't. I was in my own world. And I remember sitting at the kitchen island in our house one night and I had this really crappy bat broadband. We've talked about this before because we both live in rural place. And I put it in a sandwich bag and I put the sandwich bag out of the fly window in the kitchen to get a good enough connection for Google. And so I typed in how to make money from home. And I thought I typed in how to make money from home because I didn't want to go back into the rat race. I didn't want to go back into the childcare and the expense of it all. And anyway, there of jobs. So I came across this whole concept of social media marketing. I literally just fell into a webinar that was being run by a lady called Mari Smith. Who's known in the world of social media as the Facebook Queen. And I was like," This is really cool." She's in Sunny, San Diego. I was in peeing- rain in Ireland. And I was crosstalk from this woman in California about how to market a business on social media. And I was like," This is amazing. I can offer this service." And my husband was like," What are you talking about? You don't have the first clue about marketing." I was like," I'm going to figure it out." And I figured it out. And I learned, and I absorbed as much as I possibly could. Eventually again, long story short and as lots of funny anecdotal things in between, I started my own boutique agency. One of my first clients was the CEO of Agorapulse, a guy called Emeric Ernoult and a dear, dear friend who... I don't know if he took pity on me to be perfectly honest because he loved my story and gave me a job. But I started working with him and I borrowed money to go to San Diego, the following year to learn from all these social media influencers, all these people who knew what they were doing. Because I wanted to bring the latest and greatest stuff back to Ireland and I wanted to offer the service. So I learned how to sell. I learned how to set up a business. I learned a new craft. I learned how to sell. I learned how to hire people. And I was like," Oh, I can sell." Again, long story short, Agorapulse was growing, going really, really well. And five years ago Emeric said,"Please leave your business and come work for me. We're going to be huge. This is going to be big. You're going to love it. You're going to get to learn lots of new skills. And we don't have anybody heading up the sales department inside for Agorapulse." And I was like," I've never done slack sales. I don't know the first thing about..." He's like," You'll figure it out." So that is exactly what I started to do five years ago. And it's been one heck of a journey over the last 10 years.

Darryl Praill: So that aligns really well, if you will, for lack of a better metaphor with what I described my son.

Jenny Brennan: Yeah.

Darryl Praill: Going into this whole... How I got here, I don't know. But all of a sudden I've had phenomenal success building upon it, building upon it, building upon it. So you should logically, at this point in time, be in top of your game, have no emotional, physical, mental health issues, have no self- doubts because you've proven to yourself that you can. You can survive when the going gets tough and you can reinvent yourself and people respect you and they actually go after you and recruit you and empower you. So why are we having this conversation, Jenny?

Jenny Brennan: Well, there's always a monster that lives at some part of my head. And I think I've said that to you before. I try and make it live over in that side of the room and tell it to be quiet and sit down. But there's always this aspect of me that goes back, I think to things that maybe occurred in my growing- up years. And I've done a lot on NLP. I've done a lot of therapy, be straight out there and say it. It's really important. And I think there's always a part of me because I'm such an overachiever. When I've learned something and I get to that stage, then I'm not satisfied, there's this period of," Oh, I've got to figure this out again." And it gets a little bit wobbly for me. But then when I start to achieve small little steps along that piece of the journey, then I start to feeling powered again and then I start to feel confident again. But what I've learned in the last few years is that if I'm not looking after myself on very basic levels, none of that can happen. So, none of the mental or emotional stability that I need will happen if I don't prioritize what I actually need to be in a good place to continue to grow and be a service at the end of the day to the people that I work for and my team.

Darryl Praill: Okay. So this is where we're going to take a left turn folks. The theme hasn't changed, but you're probably thinking this is going down a road solely of mental health, mental wellbeing. And we will continue that conversation. But Jenny just made a reference about effectively," If I have these little wins. If I do this, if I do that." All of this comes into how you are successful. How you take care of yourself. She said," If I just... inaudible If I just take care of myself." Okay. She mentioned therapy. I went to therapy too after I broke down, by the way. So she was smarter. She went to therapy, I think before she broke she broke down. But either way, self- aware right? Self- aware. So, and then doing something about it. So that's first step, it's just admitting you might have a problem. That's what they always say. The 12 step process admitting you have a problem and then asking for help. Okay. But you talked about taking care of yourself. So there's lots of ways that we can take care of yourself. Can you share 2, 3, 4, or five different ways that you collectively take care of yourself, whether there's mental health or other ways that help fuel your success in your sales career.

Jenny Brennan: Yeah, sure. Talking about my sales career specifically, I think I alluded to that I'm an overachiever and 100% is probably never good enough for me. I always want to surpass it. And what used to happen to me was I would be so focused on the goal that I would not be focusing on those small, incremental steps that I could make every single day to get me to that goal. So focused on the big thing and" Oh my God, am I going to get there? And how am I going to get there and when? Is this going right? And is that going right?" That I really... What I needed to do was step back and even just look at how I structure my day, right? So if I don't put Jenny first at the beginning of every day, nobody's going to get the best version of me including myself. So the first thing I do every morning, I meditate, I exercise, I have a cup of tea. I journal and of late, for this month, I've removed all the social media off my phone because I found in COVID that I was just diving into apps before I got out of bed. And I was wondering why I was starting to feel really anxious again. And again, you alluded to it earlier on, I'd be looking at other people on LinkedIn sales leaders and go," Oh God, They've got their shit together. They really know what they're doing. They're going to find out about me. They're all going to know." And I was starting to get this imposter syndrome, that anxiety again. And I know from the past that when I put in a really good routine around my morning, around my food, around my exercise and a bit of time just to reflect and think," Okay, what have I got to focus on today in terms of my process? How many calls do I have?" When I started to do that, it just all started to build like building blocks, building blocks, building blocks, and the success just follows. It really does just follow. When I'm not doing that, everything goes off the track.

Darryl Praill: All right. So let's exam... We're going to keep on this dialogue, we got lots to cover. But let's just parcel some of the action items that you can do, learning from Jenny, and I will say I do much of what she says as well. So one of the things that Jenny say was, she takes time to meditate, exercise, have her cup of tea and she chose intentionally to turn off social media to start her day. That's the first part. I am not dissimilar. For me, I have to get up. I have to just immediately get a cup of coffee, go to quiet spot in the house, got a favorite chair. It's wonderful. And I sit and I read the news. And not just news, I mean news, Reddit, any kind of conversation. That's nothing to do with SA sales, nothing to do with technology, nothing to do with marketing. It's literally just," What's going on in the world? What's going on in your community? What's going on in your village or your city you live in? People," Hey, what's the latest feature on the iPhone and cannot apply to me?" In other words, it takes my mind away from the day. So I'm not stressing. I allow myself to wake up slowly and then I get ready for the day. And then the next thing she said she does is she sets her goals for that day. She's never intentional with her time. All right. So, she's developed a plan. And she said," If you do all this, everything falls in place." Which is really big. Right? So in other words, I'm assuming you've seen, I know I've seen, and I know everybody who's familiar with the A team knows I love it when a plan comes together, right? That's the classic line. I love it when a plan comes together. In other words, when you have a plan and it actually comes together, you achieve your goals. You can't hyperventilate about achieving or not achieving the goal. If you've got a plan, because if it works out, right, it's a good plan, a way you go. And yet I see too many salespeople, Jenny. Never do a daily planner. Never do a call planner. And then they wonder why they're struggling. So for you, you're telling me that was really, really important.

Jenny Brennan: Yeah. It was really important because I was really bad at that. I didn't plan my day. I never put anything in a Google Calendar. If you look at my Google Calendar, now, everything is color- coded from my CrossFit session, to my lunch, to my time with my kids to... And some people might think it's a bit overkill, like you've got everything in your life organized. But I just have those blocks. And I did a time management and productivity session plug coming up with a friend of mine called Tanya Dotson- Winckler. And she really showed me how to leverage my calendar, to have a feeling of you're on this process path. And you're on the step by step process of what you need to do every single day. And for me, and this is... I can't speak for anybody else, but for me it reduces the anxiety for me because I'm like," That's what I'm doing today. And if I get all of that done, I'll feel like I've achieved something. And if I don't get other people's priorities done, I'm sorry, I'll get them done some time else." But it just really gave me a sense of ownership over my calendar. As I say, for 2021, it all went out the window. I'm only just back since the beginning of January, behaving myself again.

Darryl Praill: But that's common. That's common. Right? And you're going to go in seasons folks where you just go off the rails, but then you come back. But I think it's really important, is that a couple things, right? When you do that time management, so you have a routine, whatever your morning routine is, and then your daily routine, your work routine, it's somewhat structured and intentional. When you do that, two things happen. Your anxiety levels drop dramatically and your sense of control increases dramatically. All right. So that's big. All right. What other things have you done to help you with this overall wellbeing, so you can be successful?

Jenny Brennan: I think for now, it's about focusing on making some plans to have some FUN. Capital FUN. Last year... We've been living in this really weird time of the pandemic with lockdowns and different countries have been different. And I really fell in into just being in the work zone all of the time. So even when I was not at work, I was in work up here. And again, so boundaries for me is really important. And again, something I have... I'm preaching about... And I'm only just getting back to practicing again. And it's funny, my sat with our Sales Operations Manager, Marianna last week, and we were talking about this and she felt like I'm starting to feel under water. We've got so many things that we need to do. And we opened up the diary again, and we made a pact that we'd hold each other accountability partners around our usage of slack, because slack is one of those places where I'm like Alison Wonderland. Once I go in there, I don't know where I'm going to end up. And so she was same. So again, it's about the boundary of," We'll go in, in the morning, we'll check what we have to, we'll kind of mark what's urgent, mark unread what's not urgent. And then leave until lunchtime." Like" Put on your snooze and leave." And I think for reps, this is really important as well as when you have all your tabs opening your CRM, you've got your diary and you've got your notes, literally have as little distraction in front of your eye line as possible. Because again, that's where you get sucked in. So I guess that's another small, minor change was boundaries around tools and even around people, right? Because I am one of those people who really likes to help other people. And I feel really good when I help you and you get what you need. The trouble is, sometimes you can go so far where the things that are really important and you need to be focusing on can start to slip. So again, if you're an SDR or you're an AE, and you're that way inclined, it's really, really important to establish boundaries around people and tools as well.

Darryl Praill: All right. So let's explore more about what Jenny's talking about here. She uses two words that I love. I'm going to start with the latter one. She referenced accountability partner, and that's something that everybody's familiar with. I hate accountability partners. And I'll tell you why I hate them. I hate them because they hold me accountable. Which is really saying," I need an accountability partner." All right. And I love that Jenny's got a trusted colleague that she's using to hold one another accountable. And again, I mentioned the whole 12- step program. This is... And by the way, I am not a graduate of the 12- step program. I've just watched off TV. But the whole... One of the big things in there is they have accountability partners. You're talking about my sponsor. I have to have a daily checking with my sponsor. You know that is? I think an accountability partner. That's what that is. So you have two people who agree to hold one another accountable, to an agreed upon mission or behavior call it what you will. When you are thinking of hopping in that slack, and then you in the back of your head, you go," Oh, but then I got to go tell my accountability partner that I didn't do what I said I was going to do." I don't want to have that conversation. Okay. I won't go in slack. That's why you do it. It's totally guilt. Just so we're clearing that. But it works wonders. Now the first thing she mentioned those boundaries, and I love this. So she talked about boundaries with tools. She mentioned slack, but then she talked about boundaries with people. There are certain people who will just suck all the time away from you. You can imagine talk nonstop before you know it. You can't get anything done. So you got to have those boundaries with them. I'll go one step further. And I'll say boundaries with the assignments, then this is the one thing that took me a long time to figure out. Listen, if your daily routine is three things, or your boss keeps dumping stuff on you, there comes a point in time when you say," Instead of saying, okay, okay, okay." And you're getting more and more and more anxious. Oh my God, you say boundary. If you want me to do you this new task that you've given me, what do I have to give up? So true story, I had the CEO of my company come to me the other day. And we're doing some... We're making some changes here at the company like everybody does at this time of the year. You go new year, we're going to fix the sins of the old and have the new year with changes. And as some of those changes have at least in the short term, given me a bigger workload. So the CEO that Graham Pupar comes to me and says," I need you to do this." And I go... And I knew I couldn't. I knew because I had more burden that new changes... I have more stuff. I pushed back and I said," Because of what we're doing, I've got a bigger load. Either you do this instead, or I'll do it, but I need to give you something else." So I inaudible I pushed up to the CEO. You know his response was? Great idea." Okay, good. Yeah, I'll do it. No problem." It's amazing. Don't be afraid to have a logical conversation around boundaries. Okay. So that is brilliant. Now I want to go back to something you mentioned here, you mentioned that you were going to figure out social media. Said another way you mentioned... Said another way you mentioned that you're going to master your craft. That's really what you are alluding to.

Jenny Brennan: Yeah.

Darryl Praill: Which is a never ending process. Is that part of this whole self- help wellbeing regimen mastering your craft or is that separate? I just want to make sure I'm clear on that.

Jenny Brennan: Yeah. I would say it's a part of it for me. Wellbeing is linked to how I feel about the progress I'm making in my work. So, yeah. It's definitely linked, mastering your craft. I read a lot. I listen to podcasts. I have audible on my phone. I'm always learning. I think it's really important to have a level of humility that it's great that I've learned what I know so far. And there's lots of people who know hell of a lot more than me. And I love learning. I love learning from other people. I love asking dumb questions because it's just always development and we're all on different trajectory on our learning curves. So yeah, it is definitely part of this wellbeing piece for me anyway.

Darryl Praill: Has anybody in your organization, because you've been there now, if I recall you saying Remy ballpark five- ish years, give or take, has anybody noticed that you've taken ownership of your wellbeing and remarked upon that or made any observations back to you?

Jenny Brennan: People noticed that I had taken my hands off my wellbeing. So members of my team, my AE team who are wonderful and some of them have been with me since the very beginning called me out. And they said," You're working too hard. You're here too long. You're sending too many messages in slack." And it was amazing because we have this culture of feedback in our company where it doesn't matter what role you're in. If there is something happening that's impacting your day or you see is impacting somebody else's we're encouraged to give each other feedback to help each other. And so I wouldn't say that my fabulous wellbeing impact has started to filter through, but I noticed in 2021, that one of the things that I think people really love working with me for is my enthusiasm and my energy and my upbeat positivity. And that definitely... The shine had gone off the silver last year, for sure. And I think some of my colleagues definitely noticed that I was more anxious, a little bit more worrisome. And again, it was just all back to," Jenny wasn't looking after Jenny." And so if you're not in that place again, you're not going to be able to have a positive impact. I feel also it's my responsibility to myself, but also again, to the people who are on my team especially when you're in leadership, whether you're a manager or VP of sales or whatever it is, other people are watching. Even subconsciously. You might not think it, but they are. They're seeing how you're looking after yourself or not as the case may be. And a very quick story, our CEO, Emeric, who's a big proponent of feedback inside the organization interviewed one of my AEs last year. And he was like," How are you doing?" And they're having a great chat. inaudible working really hard. I'm here till 8: 00 every night and got to get my number, got to get my number. And he is like," Why are you working till eight o'clock? Our culture is very much about boundaries and" Oh, well, Jenny does that and Jenny's really successful. And I want to be really successful as well." And he's able to say," Oh, okay, well that's not necessarily how to be successful." So it's really, really good to have accountability, visibility, culture feedback, and talk about these topics inside an org. Because not only does it help AEs SDRs managers, it helps everyone in the company.

Darryl Praill: All right. We are out of time folks. Jenny's awesome. I told you she would be, you should follow her. Jenny is LinkedIn the best way to find you?

Jenny Brennan: Yeah. LinkedIn is definitely the best way to find me.

Darryl Praill: All right. So she's the senior director of sales at Agorapulse, social media management company, check them out. She's awesome. You should follow her. She's brilliant with all of her insights. And she's just fun. Let's recap what we talked about today, folks, because we talked about a lot. And some of this could be hitting close to home and maybe your head went down a rabbit hole because it's something that Jenny or I said, and you missed a little bit. So the recap is this. We talked about your mental health being really important, and don't be afraid to ask for help or get help therapy, whatever. Right? We talked about recognizing you have an issue. There's no shame in that. Trust me, it's only strength. We talked about a daily startup routine. We talked about planning your day, your calls, your objectives, whatever it was, reduce that anxiety increase your confidence. And she said that success will follow. We talked about setting boundaries, whether it be tools or people or assignments. All right? So that way again, you can manage your wellbeing. Talked about an accountability partner. Those are all tips and tricks that are brilliant. In a recap, what is all this umbrella cover or talking kids about your emotional, your physical, and your mental health. It's important. Process and productivity, they go hand- in- hand. If you're not feeling like you're doing enough productivity, because you don't want to be there eight o'clock at night. Maybe you need to look at your process. Talk about manage that time, right? Manage that time. But master your craft. If you master your craft, you'd be better at your job. You be less skilled. You have more success. It all goes together. One affects the other in the end, selfcare matters. It matters for you. It matters for your organization. It matters for your family. It matters because, my friend, you will sleep better at night and you will not resent your job, because that's no way to live. Our goal here every time folks is to get you 1% marginally better. We talked nothing at all about sales skills today. We did not do any objection handling, no price negotiation, no discovery. We did not debate whether spin is better than med pick, but we did talk about you. And today that's the most important topic. Jenny, my friend, you are awesome. Thanks for being on the show. Love to have me here.

Jenny Brennan: No worries. Thanks for having me.

Darryl Praill: Oh my gosh. Okay kids. We did it and we're going to do it again. Probably, I don't know. Next week. Tune in. Share this episode with everybody on your team. Do them a good one. Say you need to hear Jenny talk about how to rocket your job and be happy and have balance and all that crazy stuff. I'm Darryl. We'll see you next week. Take care. Bye bye.