The Art of the Ask: How to Move Prospects from Interest to Commitment

Intro: Broadcasting live from our flagship studio in Atlanta, Georgia. This is Ccaling in Public. The next 100 Business RadioX markets, featuring founders Lee Kantor and Stone Payton, along with some of America’s top coaches, helping them grow the network with real strategy, real lessons, and real accountability all shared in public. To learn more about the proven system that turns podcast interviews into a perpetual prospecting pipeline through generosity, not gimmicks, go to Burks Intercom and download the free Business RadioX playbook. Now here’s your host.

Stone Payton: Welcome to another exciting and informative addition of scaling in public. Stone Payton, Lee Kantor here with you Now join us as we’re a couple of minutes in with Coach Gabrielle Baumeyer, helping us identify our desired outcomes for this session.

Lee Kantor: So if we can land on specific things, that would be useful.

Gabrielle Baumeyer: Great, great. And if I say that back to you, Lee, are you saying you’re more comfortable in the process? So you like the building of the procedure? And then there’s the actual doing of the procedure, which is something different.

Lee Kantor: Correct. So that’s what I mean. That’s what I’m learning about myself that I am more, I get more I don’t want to say pleasure, but more it’s more fulfilling for me to build a machine than it is to build a widget.

Gabrielle Baumeyer: Yes, yes. Back to Stone’s reference of the big strategic picture, right? Okay, great. Well then, Stone, let me bounce back to you here. Give me a sense of how a conversation or two has already gone. Because you’ve been in this now for over 30 days. You’ve talked to some potential studio partners. Just give me a just a tiny snippet into how that world has gone.

Stone Payton: So the conversations have been very friendly and have, um, produced what I would characterize as a stronger relationship than most people probably have in a zoom conversation or something like that, but they haven’t landed clearly, uh, on the, the, the next steps that are going to either kind of, you know, ease them out of the pipeline and on a different relationship path or down to the, the next, uh, the next step. And so that’s why I feel so energized now is because that’s what we were working on the last couple of sessions is what can we do to remove. I, uh, I envisioned it, and I think there’s some truth to it that there was some fear or some perceived risk around taking the next couple of steps and exploring this opportunity. And now I feel very well equipped to address all of that. So I’m kind of it’s almost like if you if you go to your batting coach in baseball, shows you a few tips off to the side. Now you want to get back out there to batting practice and and take some swings. Right?

Gabrielle Baumeyer: Okay, okay. And you’re the you’re the batter in this scenario.

Stone Payton: Correct. Right.

Gabrielle Baumeyer: Gotcha. All right. Great. Uh, Lee, uh. Excuse me. Yeah. Lee.

Lee Kantor: Um, yeah, that’s the same thing. I mean, I’m, um, the two roles that Stone and I play in this, Stone is more, um, dealing with the sales and actually implementing some of the things that we’re talking about. And I’m more, uh, kind of working on the strategy and vision, that’s been our roles historically, but I’m trying to do more things tactically that give him more at bats.

Gabrielle Baumeyer: Okay. Gotcha. So you aren’t having the conversations with the potential partners, Lee? Yeah. Okay. Gotcha.

Lee Kantor: I mean, I’m having them.

Gabrielle Baumeyer: At some point in some level, but. Right.

Lee Kantor: But he’s he’s his, uh, he’s in charge of sales.

Gabrielle Baumeyer: He’s making the ask.

Lee Kantor: Right. That’s his role in this. Yes.

Gabrielle Baumeyer: Okay, great. Stone, back to you. Uh, how many people have said no?

Stone Payton: Well, they haven’t said no, which is part of the advice that we got is get them to say no. Um, there’s been a lot of the, you know, maybe in exploring it and that kind of that kind of thing. But, uh, in so far, no one has said a definitive yes in the last 35, 45 days, I guess I would say.

Lee Kantor: Or a definitive no.

Stone Payton: Or a definitive no for sure.

Gabrielle Baumeyer: Right. Yeah. I heard in one of the. I think it was in the call with Tricia. What you said, Lee. It was quite profound. You said we need to go out and get some some no’s. Mhm. Because then when you have some no’s the yeses follow and there’s some, you know, magical number role you know rule about that and that rule of numbers. But you haven’t gotten any no’s yet. So what do you think about that Stone.

Stone Payton: Yeah that’s that’s one of those, uh, tips that the batting coach showed me that I want to go try out. I just want I want more of them.

Gabrielle Baumeyer: Okay, great. Great, great. Okay, um, now, let me ask this. When you when when you all decided to do this endeavor, maybe you percolated on it for a little bit, and or maybe you had several questions about it and wonderings. And then at some point you talked to Tricia and said, hey, let’s do this quote, experiment. What would you say Lee made this time? Now the ideal time to do this? Because you know you’re doing something very distinct than what you’ve done before. So why now?

Lee Kantor: Um, part of the now is that we’re just getting older, and we’ve been doing this a long time, and we’ve been frustrated with where we’re at for a long time, and we just want to try more and more things faster in order to see what moves the needle. And, um, I’ve always been intrigued by this kind of, uh, publicly sharing what we’re what people are doing, uh, as a way, uh, number one, to keep doing things. And also, um, you know, by sharing it, we create content every day. So why not use what we’re going through as the content that we’re creating? So that resonated with me. Uh, we don’t have a problem sharing. Stone and I believe in generosity as part of our kind of value system, so being transparent and authentic is nothing new to us. That’s what we try to be all the time. So that wasn’t kind of a fear of giving away anything or sharing as some sort of fear based, uh, issue. So we were comfortable with that. And, um, you know, we feel coaches are, are one of our, our kind of avatars for successful partners. So explaining what we’re doing to coaches directly by being coached, and I’m assuming a lot of the listeners are either coaches or coaching clients. So we thought that that made sense. So again, I don’t want to keep putting on my strategy hat, but strategically, it made sense in a lot of different ways. And since we were working so closely with Tricia, who is obviously an experienced coach, that all kind of made sense. So this became this. It just made sense at the time to explore doing this in a way that aligned with, you know, multiple um, constituents values and objectives and outcomes they desired. So to me, it was like kind of a win win win all the way around.

Gabrielle Baumeyer: Okay, okay. Timing just happened to be right. Perfect storm. Right? Uh, Stone, how about for you? Why now?

Stone Payton: Well, yeah, I would echo what he said about racing the clock. I feel that way a little bit. And I guess that kind of dovetails into our legacy, my legacy. But also just on a day to day, you know, we’ve interviewed a lot of coaches over the years. We have relationships with a lot of coaches. We have coaches who are clients, and a few of our studio partners are coaches. But I can tell you all of that for me, validates the need has not faded at all. The value of what we can deliver. Coaches, consultants, execs. If anything, it’s grown. We’ve gotten better at it. But the and the need I think continues to grow. So I, I, I feel like I have every confidence in the world that going through this process is going to help us get better and better at helping more people faster. And the the safety net or the, uh, the the other thing that I keep in mind is if for whatever reason, this blew up and didn’t work and I said, forget it, it’s too much work and we already got enough money. And let’s just, you know, have our little lifestyle business, uh, just just doing what we’re doing and, um, and capturing it and being willing to share it, just people listening into this series, I think they’re going to benefit from that. So I guess I’m just saying the same thing, maybe with some different words of I think everybody in this equation wins to some degree, regardless of how it actually unfolds over time.

Gabrielle Baumeyer: Yeah, yeah, very, very well said on both of your accounts. And you, you bring up something that I’ve been, uh. It’s been on my mind ever since. Tricia asked me about doing this and invited me to this very unique, wonderful opportunity. I was on a plane and listened to the first call with Tricia, and I’m going to be very candid with you here both. Not like I wouldn’t be, or I need to preface that, but, you know, there’s two roles. I have two hats in this conversation. So let’s just call a spade a spade, okay? Y’all willing to have a conversation where we’re just going to call a spade a spade?

Stone Payton: Absolutely.

Gabrielle Baumeyer: Okay, good. Uh, I play two I have two hats in this experiment here. Obviously. One is I’m coaching you and I’m also prospect, am I not?

Stone Payton: Yes, I think so.

Gabrielle Baumeyer: You think so? Or I am.

Stone Payton: You am?

Gabrielle Baumeyer: Yeah, I am. So what I’d like to do in the next part of this call. And Stone, you and I have talked a couple of times and I kind of get straight to it. You know, it’s like, let’s call a spade a spade. Let’s be direct. Let’s not beat around the bush. Right, right. So what I want to share with you is that when I first listened, I said to myself something about, wow, would I be a studio partner? Because I thought, well, I’m a candidate. I mean, right off the bat, I’m a candidate. Would I do this? I wonder if I would do this and what would it take? And I thought that and lead to your point. Well, both of you, to both your points. As I’ve been listening and getting to know you, I’ve crossed a bridge And I have just really taken to the two of you. You’re you’re so authentic and so genuine, and you really do have a love and passion for making our community better. And as I kept listening, I kept getting more connected to you. And I kept getting validated that there are people like you out there who are people like me. And I go, well, I wasn’t expecting this. Wait a second. This is really interesting. I have to share it with these guys because in the calls where you were talking a lot in a good way, both of you talking, I go, oh yeah, that really that that’s pretty.

Gabrielle Baumeyer: That’s pretty genuine. Listen to Lee. Gosh he really does. He have? He has a love for people and gosh, Stone is just so hungry to put his arms around everyone and just hug the whole community. And I just got as I was listening to all the, the audio. I mean, I was just like, where’s the next one? I gotta listen to these guys some more because I’m just really engaged and I love this. And I go, wait a second, now I’m a better prospect. You know, and so I, I just couldn’t get it off my mind and off my heart to share that with you. Because to your again to your point is, as I’ve been getting to know you and your story, I’ve been seeing more of my values in you and it makes me want to participate with you. That’s somehow I mean, base level is this call. But man, I have just really, really found you intriguing. And what you’re doing? Just a little gold mine. Not little, but a gold mine. And the gold mine is is the two of you.

Lee Kantor: And thank you so much for sharing that with us. And I think that, um, and this goes to the heart of maybe why we were open to doing an experiment like this. We we have a lot of skills. One of which we don’t have is we are not great at bringing strangers into the community like somebody like you. I know in your past that you have built community. And you, you did that wonderful, um, uh, that project that you were working on for many years, uh, you know, with around running and nonprofits and helping grow a big community. Yes, that we don’t have that skill. Both we. Stone is more of an extrovert than I am, and I am not an extrovert at all. So being around people and and doing like one of the first things we talked about when we joined forces Stone and I, Stones like, I can’t wait to do a retreat with everybody, all of the partners. And that was like early on. That was something important to him for me. That wouldn’t have even occurred to me. Like, I don’t think in terms of let’s, let’s get a hundred people together in person. Um, but that’s for him that that works perfectly. But we have lacked a person that’s a true community organizer and a community builder. And I think that’s a hole in our swing, because I believe we do have something compelling and worthwhile.

Lee Kantor: And it would work in communities all over the country. But we’re lacking a somebody on the team that is good at bringing lots of disparate people from all over into one place, which, uh, which in your past was something that you were good at and that, um, you were able to achieve. So thank you for sharing what you’re sharing. And I and I’m glad that what we’re doing and saying is resonating with you. And we just haven’t been able to get the escape velocity. And maybe it was because we weren’t sharing our story enough publicly. And so this kind of validates the importance of doing this kind of work so that we are getting on the radar of people like you, and we need to find you and more people like you to raise their hand and say, hey, what about me? Can this work here? How do I get involved? That that’s what we’re trying to get to that escape velocity where we have people wanting to join us in this mission, because we think the mission is so important to put people in communities, to be the storytellers, and to be the voice of business in those communities, to help, um, these small to mid-sized businesses get the word out. They don’t. In today’s media landscape, that’s lacking.

Gabrielle Baumeyer: Yes.

Lee Kantor: There’s no one doing that from the sense of I’m trying to help you get the word out. Everybody is doing it in a way that’s kind of just appealing to anger and and catastrophe and bad things, negative things where we’re trying to just be, hey, this people exist. They’re doing good work. You should know about them. And that, to me, is more pure of heart and more positive and more beneficial to communities. If more and more people would lean into that and then create this type of outlet for those stories to be told.

Gabrielle Baumeyer: 100%. 100%. Uh. Anything else on that? Lee.

Lee Kantor: That’s. That’s all I got. So. Anything?

Stone Payton: No. Well said man.

Gabrielle Baumeyer: Okay, then. Stone, I want to go back over to you because I want to do, uh, we’ll call it a practice with you. Okay? You said that you wanted to have. You wanted to go out and get at. I’m not a baseball person. You want to go at bat more? Right?

Stone Payton: Right.

Gabrielle Baumeyer: Going a bit more. So, uh, how would you like to. Talk to me about being a partner right now and see what you see out of that conversation.

Stone Payton: So I’m learning. I really am learning and wanting to apply almost kind of the way you open this conversation. You know, you’ve you’ve expressed an interest in learning more. Tell me more about why or what it is that you’re trying to accomplish or what you would like to to see differently in your business in the coming weeks and months and maybe years.

Gabrielle Baumeyer: Yeah, great. Great. Uh, thanks for teeing that up. And I’m gonna I’m gonna expand it out a little bit more Stone. Okay. Uh, it’s it goes past my business. See, my business is. It’s an expression of me, but it’s not me. You see, it’s what I was is my belief. This is what I say. This is my calling, okay? My. This is why I’m here. Is for people to discover their greatness. I really do believe I was put on the planet for that. Because I want people around me to elevate and to rise up and to get that they are extraordinary in their own right, and they can find their self-expression, whatever that might look like. They have no barriers. And so my professional career has all been some kind of expression of that. It’s looked different. I’ve had different roles, worked at different companies, but it’s all really been in service of that is having people rise up and get there. Great. And so to your question of what I see, right. Was that your question what I see?

Stone Payton: Yes. And um, kind of the why you want to have this conversation and yeah, what you’re trying to accomplish.

Gabrielle Baumeyer: Yeah. So as I was listening and getting to know the two of you, not even in personally, we haven’t been in person. We haven’t been in a studio together. It’s only been audio. I’ve been listening and getting to know the two of you. I get that we are like minded and. And this is what I mean. I have a real passion for people, and I want people to have a bullhorn. And I want people to be known, and I want people to be to experience contributing in the community. And I am certain that most of us are inhibited in that. See, so I am a community builder. In one of my past lives, I built lots and lots and lots of teams, and it was to give them an opportunity to shine. And you do that. That’s what the two of you do. You give people an opportunity to shine one conversation at a time. A lot of ears might hear it at once, but you’re only having one conversation at a time, ever. That’s what we’re all doing. And that’s what interested me and is interesting. It is interesting is of interest to me in staying in communication and partnership and collaboration with the two of you, because we share the same values. Back at you, Stone.

Stone Payton: Yeah. No, no. That’s great. I’m I’m glad we’re having this this back and forth. I feel like the the balance of that conversation ought to continue to lean more into what you’ve been exploring. So I think I would ask, well, what kinds of strategies tactics are you?

Gabrielle Baumeyer: I’m gonna interrupt you Stone to interrupt you Stone. Let’s just have the conversation.

Stone Payton: Okay.

Gabrielle Baumeyer: All right. I would ask this, or the next part would be like this.

Stone Payton: Yeah. Okay.

Gabrielle Baumeyer: Have the conversation.

Stone Payton: All right. So as you’re getting more and more focused on achieving those ends, what kinds of approaches, strategies, tactics are you exploring and what, if anything, have you started to see and what you’ve learned about us? That’s that’s got your interest piqued?

Gabrielle Baumeyer: Yeah. Uh, biggest thing I’ve been taking action on is getting on stage. I’m submitting proposals for speaking engagements. I will go to organizations and I, you know, I become the committee leader. And that puts me on stage. And I’ve just been finding out in my later years. Lee. Right. We’re all getting older and wiser. I’m finding out in my later years I don’t have a whole lot of time here. And so what’s the fastest way to reach a lot of people is to get in front of a lot of people. And so I’ve been going down this journey of get on stage so that I can talk to more people. Now, I could easily map that on to what you do. I don’t know how many people are listening to this right now, but there’s more than one. It’s a it’s a way to amplify my voice. And that’s what I’m interested in, is amplifying my voice, because I do have a message that people want to hear.

Stone Payton: Well, for what my opinion is worth, I think your instincts are right on on track. I do think that teaming up with us might help you amplify your voice, but I think more foundationally, I think it will give you more access to more people in a deeper relationship with them faster, just tactically. For example, if you want more speaking engagements, maybe you could take a few pages out of our playbook and instead of waiting to be chosen or applying to be chosen, if, um, you kind of choose yourself and use the platform to build relationships with the people who book those speakers, build relationships with the. Yeah. And then sort of take, take that model of serving them first, building that relationship. And our experience has been then being invited to speak, being invited to, uh, run workshops, being invited to, to contribute to strategic conversations in their organization that just seems to come a lot faster and a lot more organically. At least that’s that’s been our experience. So yeah, I think your instincts are on track with that.

Gabrielle Baumeyer: Yeah. Great. Now, let me tell you this because, like I’ve said, I like to get straight to the point. Time is of essence, right? Yeah. I’m going to tell you why I wouldn’t become a partner. Okay.

Stone Payton: Okay.

Gabrielle Baumeyer: Because I’ve been thinking about this nonstop since I first got introduced. As I mentioned, is there’s why? To become a partner and then there’s. Why not to. It looks like a lot of work. It just. It looks that way. I don’t know if it is or not. I don’t know the see, but I, I have a pretty full schedule already. And so for me to fit something else in that’s foreign. Yes, I’d have the playbook. It’s a bit of a big bridge for me to cross. Now, I will say this because I do want to collaborate with the two of you. I mean, I’m I’m hooked. I do. I there’s no other way for me to say it. I’m like, why would I ever let these gentlemen bounce out of my life? That’s just ridiculous. So then I thought, well, you know, we already have a Houston business radio X. Uh, we already have one here, and that’s Tricia, and she does a bang up job with it. I know you because I came on her show. She followed your playbook, I’m sure. And I will go to the ends of the earth with that for that woman.

Gabrielle Baumeyer: Then I thought, well, maybe there’s something for me to do with her, but not, like, have my own show again. It’s a bridge too far for me right now. Then I thought, well, what if. What if I just funnel people to her? I have no problem doing that. I can just send all my people that I want, you know? I want their voice to be heard. I’ll just send them over to her. She’s already doing the darn thing. And I thought, well, maybe she’ll let me co-host one day or two. I don’t know if we could have some fun with that. Maybe we’ll do that. It, and that’s about as far as I got. Okay. That’s about as far as I got because if I start to think any further, then it becomes Gabrielle. Once you start in on a project, you go all in. Slow down. I’m one of those people. I will not take on a project unless I am absolutely ready to deliver on it 100%, if not, exceed expectations. So I’m very particular about what I take on. So that’s where I am. Stone.

Lee Kantor: Now, can I interject one second? You said something that is, um, I don’t want to say it’s of concern, but it’s definitely an issue that we, we hear is that this seems like an awful lot of work, and you’re kind of self-selecting out just based on an assumption, rather than having data to really prove or disprove whether that’s true.

Gabrielle Baumeyer: Yes.

Lee Kantor: Yes. Can you talk about what part of what you think we do or don’t do is kind of a lot of work. Sure.

Gabrielle Baumeyer: When? And again, as I’ve been listening and been hearing more of the particulars and the back end and all of that, I’m like, okay, they kind of take care of that. It still is not like baked in for me, though. And this is what I mean. I think of, okay, having one more platform to log into. Believe it or not, even though I’m a tech person, I’m like, one more thing to handle. One more password, one more set of conversations to manage. Are they coming on the show? Are they prepped? What are they? What do they want to get out of this? And then I got to follow up with them in full transparency. I have thousands of people in my contact list already. Thousands. And I’m already not following up with them to the degree I want to. So then I think if I did a radio show, I just have more people to follow up with. Oh my gosh. At this point, I don’t even want to go to networking meetings anymore, or I’ll only go if clients invite me. But I’m like, I can’t take on one more business card. I can’t do it now. It sounds, um, I sound dramatic about it and all, and there could be.

Lee Kantor: But you want the right people, right? Like, it’s not like you don’t want any people. Yes, the right people. And less of the wrong people.

Gabrielle Baumeyer: Yes, yes. And to your to your question, it’s like, what is it that it seems hard at face value. But again, I’m getting to know you more. I will give you that. But it’s still there. It’s like um. It’s as if. It. I have a sense that I could get the right people in the room. I have a sense that we could build a relationship, and I’m still thinking, but how much work is it really going to take? I just I just am there. How many people are really going to have to come on the show? And then I think, well, it if I’m looking at it from a let me build my business perspective. But if I look at it from, I really do genuinely just want people to have a platform to share themselves, because that would be the reason I do it. I ought to be quite honest with you. It like, yes, business on the other side of it. Absolutely. I want to feed my family, but to take on something of this level that can make this kind of difference in this kind of impact, it’s. I’ve done it before. I’ve done it before. To your point, Lee. In my past life, I’ve built lots of teams. I’ve pulled lots of people together, and it takes something. And this could. I’m telling you right now, this could be the like. All right, well, Gabrielle, if you really are serious about making a difference and you really are serious about lifting people up, put your money where your mouth is kind of thing. And then I go, uh, yeah, I would do that first by just sending people to Tricia. And that’s just where my head is right now. But I’m glad you’re asking me the questions, Lee, because those questions need to be asked. Because I’m confident I’m not the only person who feels this way, I can’t be.

Stone Payton: Well, this is really helpful to me, because I guess it didn’t even get on my radar that people would be considering it to be a lot of work. They don’t know what I know about this, the system, but I could I could see me thinking that about any other thing that someone were were bringing to me. But what it’s reminding me of now that I reflect on this, I think one of the things that I found incredibly attractive about teaming up with Lee 21 years ago, I don’t think I have the work ethic that you do, because what I saw in this is a way to get a lot more done with a lot less work. For example, you mentioned networking. If you see me in a networking event, somebody writing me a check to be there, you know, other than this one little thing I do here, do here locally, uh, and I will tell you this, if I had a Tricia in my market, I would lean into I would lean into that too. So let me validate that first move. I, I appreciate that, uh, I, you know, look, I have a tendency to feel like Business RadioX is going to solve world peace.

Stone Payton: So I look at everything through that lens. But my experience has been, and I think you’ll find our other studio partners experience has been that they can build those relationships, genuine relationships, a lot faster, a lot easier. They get to choose themselves. They’re not, you know, scratching and clawing for a seat at the table or to be seen. They’re in control of it all. So they get to choose who they want to be in relationship with. And the time investment. I mean, you get you get to choose what the time and energy investment is. But our experience has been the return on that time. And energy investment is far greater, far quicker than at least the traditional approaches to that, that, um, you know, that I, that I’m aware of and, you know, we can walk through any of the pages of that playbook or any of that process you want to walk through. But what this is but and just side note, just knowing that that probably is something that people are thinking that really hadn’t occurred to me. I don’t know if it has to you or not. Lee.

Lee Kantor: Yeah, well, this is the thing I think that some of of what your concern is and some of what the reality of what we do is. What we do every day by interviewing people is what coaches call discovery calls. But we call it an interview, and they might kind of land in the same place at the end of the day, but we just call them different things. So like an interview with one of our guests, especially if it’s a targeted interview and like, say hypothetically, you were like, I want more speaking engagements. And I get those through, um, let’s say business organizations or let me get it right from the horse’s mouth. Where do you get your speaking opportunities? What type of groups do you, um, you know, ask you to speak? Typically?

Gabrielle Baumeyer: Yeah. Yeah. Really great. Okay. I’m gonna I’m gonna we’re gonna take a turn. Okay. Before I answer that question, because you guys have just given us gold here. Both of you. You started to ask me a question, Lee. And that’s key. You want to ask more questions? Now I’m going to go back over to Stone and Stone. We’re doing. This is real life here, right? This is a real life scenario here. And you’re listening in. Now, I want to go over two things. Now, Stone, um, before I do that, Lee, what did you get from listening to Stone talk to a prospect? Me about becoming a partner? What’s one thing you heard from that?

Lee Kantor: Well, he bubbled up a concern of yours.

Gabrielle Baumeyer: How’s that?

Lee Kantor: Um. I think when he asked you about, well, you I think you, I don’t know, did you share, like, why you wouldn’t do it on your own? Or was that something prompted by what he asked?

Gabrielle Baumeyer: No, I shared, I said, like, hey, I want to do this somehow, but I don’t want to. It’s too much work and I just send everyone in Trisha or co-host with her.

Lee Kantor: Right. So when you I mean as a fly on the wall, it’s easy for me to see opportunities. Maybe he isn’t seeing when you’re when he’s kind of doing what he’s doing because he’s he’s focused in on the conversation and I’m just listening. So to me that was an issue that had to be expounded upon. Yes. And that’s why I brought it up to ask, you know, what you thought about it. And then I asked again for you to tell me how your process works. So then I can see if there’s a place for our system to kind of work into your existing kind of way of doing what you’re doing currently.

Gabrielle Baumeyer: Yeah, beautifully. You asked what it is like for me now so that you could have a conversation with me, Lee, to see what the mapping is of how you can make a difference with what I’m dealing with. That’s what you just like. I’ll summarize it that way. Does that sound on target?

Lee Kantor: Yeah.

Gabrielle Baumeyer: Okay, now you’re being a fly on the wall is invaluable, Lee. It’s invaluable for Stone, because now I’m gonna just go straight for the jugular here with you. Stone. Okay.

Stone Payton: Um.

Gabrielle Baumeyer: When I said, uh, when I said, God, it just looks like so much work, a question you could have asked was. Lee, what would you have asked when I said, man, it just looks like so much work.

Lee Kantor: I would ask you, what do you think that that entailed? Like, I’d ask you something about what you’re thinking work is.

Gabrielle Baumeyer: Yeah. And here’s another one. Here’s another possible question for you to ask. What would you need me to show you? To demonstrate how much work it is? What do you need me to show you? Because I already have. I’m being fully transparent with you. I already had in my head. I wanted to ask you, Stone. Well, can you just have me talk to one of your people and just let them tell me candidly how much time they spend on this sucker? I wanted to, like, ask you for that. And so, absent asking me questions, you’re going to give me information that might not apply now. Your I’m going to say it this way. You’re selling your product. Well, what I found is this. And you can see this. And when you do this, it. But see that that’s giving me information that I’m not necessarily ready to hear. Because what I wanted to hear at that moment was, what do people what amount of time do people actually spend on this? And see, Lee, if you’re a fly on the wall, you might be able to hear that. Now, I’m not suggesting that you’re being every sales call together and I’m calling them sales cars is just sales calls to make it, you know, simple. But you record all your conversations.

Stone Payton: We certainly can. Yeah. We have the ability to do this. Right.

Gabrielle Baumeyer: Which means then what?

Lee Kantor: That we can listen to it and see where opportunities are there that maybe, um, were kind of ignored at the in the moment.

Gabrielle Baumeyer: Yeah. And to put it more succinctly, listen to listen for the missed opportunities so that you don’t what miss opportunities. Exactly. It’s such a leading question. It’s such a not coaching thing to do. Okay. See, you two together are a super team. Lee has got the listening. Lee, you listen. I’ve been listening on these calls to how you listen and you listen. And Stone, you are the Energizer man. People want to be around you. People want to be your friend. I want to be your friend. I want to work with you. I want to be a part of of what you’re doing because you’re energetic and you just like you suck me in. Now, what are ways the two of you in real time, not conceptually, not on a process diagram in real time can maximize your superpowers. What y’all got?

Lee Kantor: Uh, we could do more of these episodes.

Gabrielle Baumeyer: Yes. In terms of what? What specifically?

Lee Kantor: I mean, it’s it’s communicating with people, um, by sharing what our view of things and, and kind of leveraging our individual superpowers, um, simultaneously.

Gabrielle Baumeyer: Yes. And then. And then what? We’re just spitballing here. I’m not, like, looking for a specific answer. I’m just. I’m getting you to think.

Lee Kantor: Well, I mean, ultimately, we have to get more people to, uh, be studio partners. That that’s that’s where the rubber hits the road. I mean, we can do this all day long, and we can get people fired up and and express interest and say, that’s intriguing or that’s interesting, or I wish that I could do that, but if they’re not kind of joining the team, then this is all kind of performance art, right.

Gabrielle Baumeyer: And what has people join the team?

Lee Kantor: They have to believe that this is real and that it’s doable and it’s going to benefit them.

Gabrielle Baumeyer: What else what actually has people say, I want to and will be on the team. What actually has that happen?

Lee Kantor: I mean, they have to believe that what we’re saying is true.

Gabrielle Baumeyer: Keep going. Now I am looking for a specific answer. It’s totally leading.

Lee Kantor: What actually help me out here. Because that’s I mean, that’s to me what I think is lacking. They’re not believing what we’re saying.

Gabrielle Baumeyer: I already believe I.

Lee Kantor: Already you’re not believing enough to throw your credit card across the table.

Gabrielle Baumeyer: Right? So what’s actually going to have me be a partner.

Lee Kantor: We have to say.

Gabrielle Baumeyer: Just said it. Just said it.

Lee Kantor: Gabrielle, do you want to be a partner?

Gabrielle Baumeyer: Thank you. That’s what it takes. You asked me if I want to do it or not. And you get my credit card. Lee. That’s the only thing I promise you. That is the only.

Lee Kantor: So you’re you’re you’re hypothesis is that we’re not asking directly. Do you want to be a partner?

Gabrielle Baumeyer: Yeah. And why do you. Why do you think I. What what has. Yes, that is my hypothesis. And what proof do I have of that?

Lee Kantor: Well, so far in this conversation, no one has asked you that. And and then and Stone to her point for you, a lot of what your background and belief is, is that you want people to want to be a partner enough that they ask.

Gabrielle Baumeyer: Thank you. Thank you.

Lee Kantor: What? Stone, what’s your take?

Stone Payton: No, I think that’s absolutely accurate. And this is really challenging my my thinking. I want to be available to address their concerns, their fears, their risks, but I this is kind of an, um, encouraging me to go ahead and ask. And even and even in the asking, I mean, even from the old days of learning how to trial clothes, just if they say no or, you know, I don’t know or you’ve given me something to think about at. Least I kind of know where I am in the conversation. And then I can ask. I can ask more. Um, more questions of it, but, um. No, you’re absolutely right, Lee. I probably play it out to, uh. Too long and wait for it to organically develop and for them to throw the credit card across the table. Before. Even before I ask.

Gabrielle Baumeyer: Yeah. And can I add something to that or. Lee, did you have something else you wanted to say?

Lee Kantor: Well, I just I mean, in your estimation, Gabrielle, do you think that that has to be that direct, or is it possible to build systems where people are like, hey, where have you been on my life, you know, how do I sign up? Because that’s a different type of positioning. And I know that in Stone’s Heart of Hearts, that’s what he prefers. He prefers to build something so attractive that people want to participate rather than have to say, you know, do you want to buy this?

Gabrielle Baumeyer: Yeah. Yeah. Well, how’s that gone so far?

Lee Kantor: It’s not going well.

Stone Payton: Not going well.

Gabrielle Baumeyer: You already have something beautiful that people would love to participate in. They just don’t know about it. The only reason I know about it, to the extent that I do, is because I have spent close to 12 hours studying the two of you. And for what purpose? So I could coach you for 55 minutes. Other people may. I could be wrong, but I don’t think other people are going to make that kind of leap.

Stone Payton: Right.

Gabrielle Baumeyer: Now. I’m going to go back lead to the word you chose you use, which is great, which is hypothesis. So you said my hypothesis. Is that what I’m that y’all aren’t asking for the credit card. Is that what you said? Or some version.

Lee Kantor: That we’re not asking? Like, do you want to do this? You know. Yes or no?

Gabrielle Baumeyer: Yeah. And then I and then I said, well, what evidence is what evidence do you think I have of that? And then you said, whatever you said, here’s the evidence. You don’t have any nos. If if you came, if you two came to this call and Stone, you said, yeah, I’ve been out there, I’ve been hustling, I’ve been talking, I’ve gotten 17 no’s. I would know that you are asking for. Will you please give me your credit card or some version of that?

Stone Payton: Right, right.

Gabrielle Baumeyer: But you didn’t. What are you now? See in that Stone?

Stone Payton: I think I need to ask more often earlier. And then and even even in the course of that conversation. Truly, my experience has been even when they say no or I’m not sure that doesn’t necessarily end the conversation, it just allows us to go a little bit deeper. Also, I can see, you know, framing up some of the conversation where I go ahead and, and and ask them, um, not just, you know, what makes you want to explore this, but, you know, why wouldn’t you do this? What are some things that would hold you back from doing? Go ahead and just hit it right up front. You know, hit it on the nose.

Gabrielle Baumeyer: Beautiful. Now can I give you another one? Because again, I’m playing, you know, I’m kind of teetering on two roles here. Okay. Yeah. How about this. You’re having a you jump on a call with someone and you say, hey, look, I’m going to be so bold as to tell you how I want this conversation to end. It’s going to end when my asking you to be a studio partner. But before we get to that, let’s talk about you.

Stone Payton: Right.

Gabrielle Baumeyer: And then now what have you done? If you did that.

Stone Payton: Well, you’ve set the expectation and it’s perfectly appropriate that I’m going to asking that question at some point.

Gabrielle Baumeyer: Yeah. And then you better ask it right. Because you told him you would and they’re waiting to answer it. And most likely, most likely how they’re in that call is thinking about how they’re going to say no. And then they bounce into thinking about, well, I could say yes. And then they bounce into no, but I’m going to have to tell him no because it’s too expensive, blah, blah, blah. And they, they’re, they’re, they’re, they’re, they’re ruminating on all that stuff which you want them to do.

Stone Payton: Yeah, I really do. And they and they don’t want to tell me no because they, I am kind of a likable guy. They they don’t want to. Yeah.

Gabrielle Baumeyer: Sure. And most often a lot sometimes this is what I found in my coaching practice. A lot of times people will tell me no or I want to do it later because they are just not ready to be their big selves quite yet. I and I, You can laugh at that. I say it little chuckle sometimes as well. But that’s true because then when they eventually do become a partner or a coaching client of mine, they say something to that effect. Yeah, I just wasn’t ready. I just wasn’t ready to actually step out and start that business or sell that business or get acquired or what? Like they just, you know, okay, well, when you’re ready for that result that you say you want, you come back and talk to me because I’ll be here. I’ll see if I don’t ask them. Hey, you want to come and do this? Are you in? I won’t know, and it takes, it takes, takes muscle building Stone. But you got it. You’ve been in sales before.

Stone Payton: Yeah, but.

Gabrielle Baumeyer: It does take asking. Okay, Lee, you’ve been nice. Quiet over there listening to every word. Where are you?

Lee Kantor: I’m I’m on board. I mean, I what I want more knows 100%.

Gabrielle Baumeyer: Oh, there you go. Okay, so then then, Lee, what are you going to do to make sure y’all get more knows?

Lee Kantor: I’m going to remind Stone that he has to ask more often.

Gabrielle Baumeyer: Yeah. Very good. Yeah. Very good. Stone, what are you hearing? What are you taking away from this?

Stone Payton: I’m. I’m taking away from this a commitment to ask early and often.

Gabrielle Baumeyer: Yeah. Yeah, yeah. Great. And you know what happens the more you do that.

Stone Payton: Right?

Gabrielle Baumeyer: What happens?

Stone Payton: You’re going to get your nose. But some of them are going to say yes.

Gabrielle Baumeyer: Yeah. And you’re going to get more comfortable with it. Stone.

Stone Payton: Right.

Gabrielle Baumeyer: And then what’s eventually going to happen.

Stone Payton: We’re going to get more studio partners.

Gabrielle Baumeyer: Which then has what happened.

Stone Payton: Going back to that legacy we’re trying to build and meeting that need that we’re seeing that wide open void.

Gabrielle Baumeyer: Yeah. Thank you. So if you really want to build that legacy, start asking.

Stone Payton: Yeah.

Lee Kantor: What about you, Gabrielle? Are you ready to build the legacy with us?

Gabrielle Baumeyer: I am, and it doesn’t look like this right now. Being a studio partner. Not yet. I need more. Learn more. I need to learn. I need to learn. Um. What it’s really going to take, I do, because, again, when I take on projects, I go all in and I gotta know what I’m going all in for. And so.

Lee Kantor: Would it be helpful if we got a studio partner, or you communicated with a studio partner and understood what a day or a week looks like?

Gabrielle Baumeyer: Yeah. It would. And I’d love for that studio partner to be Tricia, I really do. I do see I can see doing something with Tricia. I made up like, oh, first thing, I just send her people and then maybe do a co-host, if she’s even willing to do that. I mean, who knows if she would want to do that? I can see kind of getting to know the system and the process and like finding out where I fit and most, most important, Stone and Lee seeing and feeling and experiencing what this does, I start to see and feel and experience my people rising up. You give me a few of those. I’m good. I gotta see it though. I gotta feel it. Right.

Lee Kantor: Well, you felt it from a guest standpoint because you went through with, uh. So that’s what a guest experience feels like. So you’ve experienced that, but you haven’t experienced it from a I invite somebody on I asked. You know, I interviewed them and I shared their content and you get the feedback from them individually.

Gabrielle Baumeyer: Yeah, I haven’t experienced that yet. That would be a next step for me. Like that would be part of like the proof in the pudding, right? Because I’m not going to go into something that I am not clear about. I just said.

Lee Kantor: Right now, you.

Gabrielle Baumeyer: Shouldn’t.

Lee Kantor: I mean that there’s no reason to do it, and everything’s set up in a way that that’s something that that’s a dream that can come true. So I’m sure we’ll be able to make that happen.

Gabrielle Baumeyer: Yeah, yeah. Okay. Now I’m going to give you two an extra credit question. Okay. I’m going to give you two an extra credit question to answer how you want to answer. What are you noticing about how I am with this opportunity? What are you noticing? Like how am I about this opportunity? Just give me. I’m not again. Say whatever you want. But how am I about it? How am I being about it?

Lee Kantor: I mean, you’re intrigued.

Gabrielle Baumeyer: 100%. How else?

Stone Payton: And. And at the same time, skeptical or, um, just unanswered questions about how this fits into the rest of your world?

Gabrielle Baumeyer: Yes. Very good. Lee, did you hear that, man? His listening rights shifted. Lee. His listening shifted. He heard something that I never said. He could hear my skepticism. Stone, you do more listening like that. No one’s going to be able to tell you no.

Stone Payton: Good.

Gabrielle Baumeyer: Because if you hear my skepticism, then what can you do?

Stone Payton: I can find ways to to remove it or at least lessen it a great deal.

Gabrielle Baumeyer: There you go. You can work with me as a partner, as a collaborator, as someone who cares for me, to get me over a bridge that, you know, is a pretty awesome bridge to get over. Aren’t you clear about that Stone?

Stone Payton: Yes, I think so.

Gabrielle Baumeyer: Yeah. Then help me out.

Stone Payton: Well, I was just thinking, Lee, you know, we were talking about. Hey, we can make that happen for you, can’t we? In our systems make it pretty easy for her. Even at this point where she’s not actually a studio partner, to reach out to some people she really wants to build relationships with or rekindle relationships with. Use our stuff and invite them to be on like High Velocity Radio or something. And and in this case, maybe, you know, maybe at this point we’re not positioning her to do the interview, but she could certainly have a pre-call with them to help them get ready for the interview.

Gabrielle Baumeyer: Now you’re talking, now you’re talking.

Lee Kantor: Yeah, I mean that. So something we’ve been playing around with. And tell me your opinion on this. If this would be if you would go along with this if during the call, if Stone said, hey, I’m going to put into the chat, here’s a note you can send right now to some people on your LinkedIn to see if they’d be even open to doing with you.

Gabrielle Baumeyer: Yeah, yeah. What’s your question if I would do that?

Lee Kantor: Right. So if we were we’re having this conversation. Stone popped in the chat here, send this note to five people on LinkedIn right now.

Gabrielle Baumeyer: Yeah.

Lee Kantor: Um, and then you’d see for yourself in a day or two when people say, yeah, man, what do I have to do?

Gabrielle Baumeyer: Yeah, I would, yeah, I would, I would totally do that. And I heard that on your call with Tricia, And I was like, right on. That is such a smart idea. Wow, that is so smart. And quite frankly, to be quite candid with you, I was waiting for the one one of you to ask me to do that right now. Because as soon as I say I gotta see it work, I want to feel it. I want to touch it. I want to be able to, like, experience it. And I want my people to rise up. I was waiting for one of you to say, well, here, open up your LinkedIn. Here’s the message. Put it in. Now, Gabrielle, you’re so curious about this. Let us give you something right now. You see, there’s something about you all won’t. Um, there’s something about that. That. There’s just something about that that hasn’t clicked yet. Because I am really interested.

Lee Kantor: And it’s so funny because you’re saying you’re really interested. And I’m hearing at some point you say that, but at other points I hear you say, I’m not ready to pull the trigger.

Gabrielle Baumeyer: Absolutely.

Lee Kantor: So you’re obviously both it’s not you’re both and you’re not either or you’re you’re and it’s not or.

Gabrielle Baumeyer: I.

Lee Kantor: Am. And for us both Stone and I, I don’t know why, but we’re very sensitive to the hesitation part. And that’s the part we’re acting on, not the enthusiastic part.

Gabrielle Baumeyer: Okay.

Lee Kantor: And that’s an area Stone. I think that we have to get better at. We have to err on the side of if they’re both enthusiastic and skeptical, we have to lean into the enthusiastic side and that if we do that, then that’ll probably alleviate some of the skepticism.

Gabrielle Baumeyer: Beautiful. Yeah, it is an and it’s both. It’s both. And the enthusiastic part of me is, man, if I can get people in my community to have a bullhorn and have people just know that they freaking exist and have some people love on them and, you know, have my community build that way, that’s just great. And then I’m like, what do I have to do?

Lee Kantor: Right in your head, it seems like that sounds good, but it seems impossible. And then we have a tactic that is simple that, like, Stone could pop in a note right now into your into the chat, and then you would have a note you could send right now to five people and you would know in a day or so, um, if this works or not. And here’s the note Stone.

Stone Payton: Just say, look. What Stone did.

Lee Kantor: You took action.

Gabrielle Baumeyer: Thank you. I, I love you guys. I am I’m like, help me out.

Lee Kantor: I told you it was a dream that could come true. So now you have to take action and actually send that to five people. And then we’ll all know in the day or two if this works or not.

Gabrielle Baumeyer: All right. Let me read this thing. I’m putting the spotlight in an area I’d love to feature an upcoming episode. Simple. No pitch, no cost. Just create an existing relationship. Okay. I’m more existing. I’m sponsoring a Business RadioX. Uh, I’m sponsoring a business radio X show. Ah, that makes me sound important, I like that. Okay. This lady I knew immediately came to mind as someone who liked spotlight. Uh, yeah. I’ll send this right now. I don’t know who I’m gonna send it to, but I’m gonna open up my LinkedIn.

Lee Kantor: Right. If you send that to five people. See how many people at least say, hey, tell me more. And again, from a coach. Just put on your. We’re asking you to put on your your the media hat, which is now I’m the media. So now I have to find guests for my show. Right. Because I’m the media. That’s what the media does. Yeah. And then if you look at it also through again an and not an Or and I’m also a coach who do I want to meet and who would benefit from this. And whether that’s an existing client or a, you know a prospective client when they get the frame of, hey, I’m hosting this show and I thought of you. Their sales radar isn’t on there. Oh, I’m I get to tell my story radars on and someone’s giving me a gift. And then. So now your positioning is different. Um, a lot of things change when you’re the media and the coach. Yeah. And that’s what the. That’s what our offer is. When you’re the media, the media has some benefits. And this is one of them. You get to send notes like this rather than, hey, I’m a coach. Would you want to be coached?

Gabrielle Baumeyer: Yeah. Wonderful. I love everything you just said. Now, can I give you some feedback on that?

Lee Kantor: Lee, please?

Gabrielle Baumeyer: Okay. When I said, oh, yeah, sponsoring that makes me feel important. Oh my God, yes, I’ll do this. You kept talking. What’s something else? What’s another kind of response you could have to that enthusiastic like, oh, look at what these guys just did for me. What is another possible next step for either of you to take after I react that way?

Stone Payton: So there’s one that has to do with maybe asking a question about that and diving into that. But one immediate for me is I think I’m going to rewrite the first one so that it also just says you’re sponsoring, because that really seemed to.

Gabrielle Baumeyer: Yeah, yeah, that’s totally, totally right now. But I’m now I’m your prospect. And your prospect just says, oh my God, this is so great. Oh, little wonderful. What’s one possible next step for either of you to take after I react that way? Another possible next step.

Lee Kantor: I mean, I don’t have an answer, but I do have a question. What? What about the word sponsoring? Got you so excited.

Gabrielle Baumeyer: Makes me feel important.

Lee Kantor: So by being a sponsor, you feel important?

Gabrielle Baumeyer: Yeah. Yeah. Yeah, yeah. Anytime I’m sponsoring something, it makes me look like I’m, you know, out in the community, uh, putting putting my money where my mouth is and being a part of something bigger than I am. Because if I’m ever sponsoring something, it’s it’s something that I’m not in. I’m now putting my money in logo and name on it, because now I’m going to be part of that community. That’s what sponsorship really is. So it’s like, oh, wow, she’s sponsoring a radio show. Wow, that’s pretty cool. And. And she’s a she. Out of all the things she could sponsor, she’s sponsoring a radio show. And then out of all the people she could invite on the show, she’s inviting me. Oh, and it’s Gabrielle. Oh, because they already know and love me. I’m only going to people who don’t love me. I mean, love me, you know, colleague kind of way.

Stone Payton: Yeah. And what you’ll discover and what might be worth having a conversation about right there in the moment or after some positive experience actually doing this, you’re going to find that people that don’t never heard of you are also going to want to do it.

Gabrielle Baumeyer: Okay, Lea. Did I answer your question about thank you, Stone Lea, did I ask you a question about sponsoring?

Lee Kantor: Yeah. I mean, it’s funny because, I mean, we use the word a lot and then you you probably don’t use the word a lot. Um, no, just it it it has a different semantic weight to you than to us. And and I think that we’re seeing it differently than you’re seeing it. And, um, I think we’re underestimating it. And you’re. Yeah.

Gabrielle Baumeyer: Totally, totally, totally. What is one possible next step y’all could have taken after I was jumping up and down in my chair, so excited about this opportunity.

Lee Kantor: I don’t have the answer.

Gabrielle Baumeyer: Great. Uh, you want me to tell you, please?

Stone Payton: Yes.

Gabrielle Baumeyer: Stop talking and let me send the messages. Because I literally I got the message, got excited, opened up my LinkedIn, started to go through the list. And then Lee, you were still talking to me, so I stopped and then I started listening to you. And the message is still have not gone out because you’ve not given me an opportunity to do it.

Lee Kantor: See, son, I told you that’s why you have to be in charge of this.

Stone Payton: No, I think we found plenty I can improve on too. But she’s absolutely right. You know, I did have a mentor years ago. He used to say, once you make the sale, don’t buy it back. Thank you.

Gabrielle Baumeyer: Thank you. Okay, so now I’m your prospect. How are you going to end this call?

Stone Payton: Get those messages out. Let’s circle back around. I want to hear how it goes.

Gabrielle Baumeyer: Beautiful, beautiful. Okay. You want another way to do it?

Stone Payton: Yeah.

Gabrielle Baumeyer: Okay. Gabrielle, I know you got to go. And I know you want to get those messages out. When can you send them out? And let me tell you, um. Or when are you going to send them out? I know you’re excited about this. When are you sending them out? And I’ll say today. Great. But I gotta say, today, you leave it open ended. Stone, you’re. I’m gonna go convince myself not to do it after I go get a cup of coffee.

Stone Payton: Right. Okay.

Lee Kantor: So when are you sending him out?

Gabrielle Baumeyer: Thank you. Lee. Yes, yes, I’m sending him out today before 3 p.m..

Lee Kantor: All right. And at 301, we’re going to call you.

Gabrielle Baumeyer: No, you don’t even have to do that. Here’s what I like to do. This is what I do with my coaching clients, okay? I go, hey, you want some extra credit? Of course I want extra credit. Will you text me once you do that? We just let me know because I’m so excited for you. I it’s going to be fun hitting that button. You’re going to be, like, nervous. And it’s going to be exciting at the same time. But how about you text me, let me know. Let’s close the loop. Okay. They always say okay.

Lee Kantor: All right. So text Stone.

Gabrielle Baumeyer: Okay.

Lee Kantor: And, um. We’re excited.

Gabrielle Baumeyer: How about if I email both of you?

Lee Kantor: That’d be great. All right.

Gabrielle Baumeyer: Great. All right. Beautiful. Yay!

Lee Kantor: Well, Gabrielle, this has been a joy. Thank you so much for doing this. This has made my day.

Gabrielle Baumeyer: In what way? In what way? Lea, what makes you say that?

Lee Kantor: Because I feel like we have a next step.

Gabrielle Baumeyer: Which is.

Stone Payton: Actionable.

Lee Kantor: We will ask for more sales more often. And the next coach that comes on can ask us about that. And we will have a number, not a. Yeah, we should do that.

Gabrielle Baumeyer: Beautiful. Uh. That’s great. I love it, so definitive. A lot of power in that. Lea. Thank you.

Stone Payton: Let our listeners know how they can connect with you. If they’d like to have a conversation with you at some point.

Gabrielle Baumeyer: You bet. Great way is to find me on LinkedIn. I’m the only Gabrielle Bachmeier there. Uh, and if that if, you know, somehow the connection request doesn’t come in, just book a call with me on my website. It’s bachmeier coaching COVID-19 bau may wire coaching. There’s a book, a call button. It’s really simple. I want to talk to you, and you should definitely book a call if you’re thinking I shouldn’t book a call. So I look forward to hearing from you.

Stone Payton: Thank you so much, Gabrielle. We’ll be talking again soon. I’m sure this has been an absolute delight and incredibly helpful.

Gabrielle Baumeyer: Great. Likewise. I’m so glad to have been with you. Thanks.

Stone Payton: Alrighty. Bye bye.

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