Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.
The goal of these interviews is to spotlight various experts in the world of sales and sales leadership – sharing informational stories, techniques, and expert interviews on the sales topics you care about.
The following are notes from EP. 202 The Other Centered Challenge PT. 3 Serve
We're now in week three of the #OtherCenteredChallenge, focusing on the Serve More3 principle: caring, learning, and doing more for others than expected.
This week, we're diving deeper into our challenge and recognizing that putting yourself first, instead of others, can lead to success but not fulfillment. Tom and Tab are challenging everyone to observe before acting, then encourage others as a way to implement this principle in both your personal and professional life.
Join us as we explore how prioritizing others can strengthen all our relationships. Let’s serve more together!
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00:03
Tom Stanfill
Welcome back to another episode of sales with ASLAN. I am your host, Tom Stanfill, and I'm here with my. I think. I think you were, you came in second in the last voting of co host worldwide co host. You were number one, but I think you've fallen back to number two.
00:21
Tab Norris
That's okay. I'm trying to be in the top 25. That's kind of what I'm shoot for. I feel pretty solid about my chances.
00:28
Tom Stanfill
Did I even say your name? Tab north.
00:32
Tab Norris
Tab Norris
00:32
Tom Stanfill
Thank you. Maybe it's my fault as host, Tab, the reason you slid from number one co host to number two co host is because of your host. It could be my fault. But anyway, thanks for joining us. We're in a series now, Tab, that I, for those of you who don't know, we're midway through a series called the other centered Challenge, which we're calling OC challenge for short. Yeah. Because I think that's helpful. We're midway through the challenge, and for those of you who don't really know, aren't familiar with ASLAN and the other centered approach, we probably should just revisit that quickly. But other centered is this idea that we are more successful in every area of life if we serve, if we put the customer first, if we put the people in our life first.
01:21
Tom Stanfill
We've been studying, I mean, really almost for three decades, people that are successful in all areas. And we found that there's a common, there's common treads. There's four characteristics that describe an other centered person and people that are successful, whether they're football coaches, rock stars, business leaders, salespeople, parents, spouses. They all share these four characteristics. And this is what we've been going through. Decide, choose, serve and seek. And tab, we are on number three.
01:55
Tab Norris
This week, but I have a question for you.
01:57
Tom Stanfill
Yeah.
01:58
Tab Norris
Okay.
01:59
Tom Stanfill
You got a question?
02:00
Tab Norris
I do. Can you, can you be self centered and still be successful? I mean, is that possible? Okay. Just, I'm thinking. I was just thinking that. I thought maybe some more listeners may be thinking.
02:17
Tom Stanfill
Yeah. So we're all, you know, we're all about this other center challenge, OC challenge, and we're encouraging people to. The first week was about decide to put other people first. You know, just test it for a week. And then last week we talked about choose, and we're going to serve. We've got to choose who we serve. We don't. Can't serve everybody, and we'll fail. It'll be a lose win if we try to serve everybody, so it doesn't work, but, yeah, so does it. Was it worth doing that? So that's. That's, It's a great question, tab. Hopefully, we addressed that earlier in episode one, but, yeah, I asked myself that question all the time. Yeah. People that are self centered are successful, but here's. Here's what I've learned, and I've, you know, the whole.
03:02
Tom Stanfill
The last chapter of my book was all dedicated to this idea of what I called the other centered operating system. It's like people that really are the most successful. So to me, I think about it as peak performance. If you are self centered, you are limiting your success. Like, you may be super smart, you may know things about your solution, you may be super smart leader, you may be incredibly talented, you might have work ethic, you may outwork the competition. But if you're other centered, you're going to be even more successful.
03:38
Tab Norris
Yeah. It's never going to hurt you. And you think about where my mind goes on. That is, you could have all those things, but. And it's gotten you through. But, like, maybe in your family life, you could be so much more successful if you were being other centered, you know?
03:59
Tom Stanfill
Well, there's other elements. So we're just talking about success in business. Yeah. So, like, you could be that egomaniac, narcissistic person, smart and talented, and you. You can have a level of success in business.
04:11
Tab Norris
Yeah.
04:11
Tom Stanfill
But here's where it falls apart. Right. Your relationships will suffer.
04:18
Tab Norris
Yeah. Any. All of them.
04:19
Tom Stanfill
Like business, because motive is ultimately transparent. So if. If every time I'm with you, Tab, or every time I'm with my family or every time I'm with my friends, it's all about me. They know that.
04:31
Tab Norris
Yeah.
04:32
Tom Stanfill
And your only relationship that you have or transactional.
04:36
Tab Norris
Yeah.
04:36
Tom Stanfill
And you just think about that. Like, if all your relationships are transactional, just think about where that's going to lead. If you do something for me, then I'll do something for you. And then it said, as soon as you don't do something for me, you're out.
04:48
Tab Norris
Yeah.
04:49
Tom Stanfill
Right. And we all. We. None of us want to be in relationships where everything's based on what I give the other person.
04:54
Tab Norris
Right. It's exhausting.
04:56
Tom Stanfill
It's exhausting. Right. So your relationships will. You will not be successful in your relationships.
05:01
Tab Norris
Yeah.
05:01
Tom Stanfill
But you can be successful in business. The other thing I would say about being other centered. Yes. You can be successful, but you can't be happy because were wired for a purpose.
05:14
Tab Norris
Yeah.
05:14
Tom Stanfill
Yeah. We were wired. We were created to do something that matters and living life for ourselves, being, you know, the consumer and just trying to figure out what, it didn't. It doesn't work. We were unhappy.
05:27
Tab Norris
Yeah. I brought this. I was with a group of people yesterday, and I brought this up. I said, we are most fulfilled when we serve. And of the 30 people in that room, I said, does anybody disagree with that? And nobody disagreed. They all said, you're right. That is just the truth.
05:45
Tom Stanfill
It really is. Yeah. I mean, it's a. Yeah, there's. I mean, happiness happens. I mean, situationally, we can go on a major trip, but we. But we're gonna. We go with it. We're gonna be alone.
05:56
Tab Norris
Yeah, exactly.
05:58
Tom Stanfill
Or, you know, yes, we can do these things that are experientially really cool, but that fades. Yeah, but doing something that matters, you can see all humans want to do something that matters. That's just, again, it's the way we wired. I don't know if I can really explain it, but it's true. So it's. So that's. That's the sort of the benefits of what we're talking about of adopting. This is. We're gonna be most fulfilled. We're gonna be happier, we're gonna have more joy, and we're going to be more successful. So don't. Why do it? Okay. So that's what this is all about. The problem is, as we struggle to see who we really are. Right. Without stepping back with the life that we, you know, that we're living is so we're moving through life so quickly, so many things are happening. We're so overwhelmed.
06:42
Tom Stanfill
We got so much to do. It's hard to stop. And so that's the goal of the other center challenge, is to say, okay, for one week, we're going to decide to make everybody else the priority. Yeah.
06:54
Tab Norris
It's already been amazing.
06:55
Tom Stanfill
Yeah. Yeah, we both. Yeah. So what's that like when I'm hanging out with my friends or I'm in a business meeting or, you know, like, I just had a presentation yesterday, and I'm thinking, okay, what do they need? What do they want? What are they thinking? It's more difficult, but it changes. You can see how it may change your behavior. And then we talked about, well, we got to choose. And that's what we did last week. So, tab, how did that go? How did. So, we talked about professionally and personally prioritizing and coming up with a way of thinking about your personal relationships and your professional relationship.
07:33
Tab Norris
Yeah. It hit. It was fantastic. It hit me a little real mini version of this.
07:41
Tom Stanfill
Yeah.
07:42
Tab Norris
Is I, I had gone on, I had kind of done my exercise in the morning early. Well, then my wife comes to me and she says, I'm going to do a five mile walk in the middle of the day in the blazing heat. After I just did 3 miles, I no more want to do this. I've got work to do. I've got, I've got plan. I mean, I've got so many things I don't need to take an hour and a half. And I, I went, she's my inner circle, if that's what she. And I'm telling you, it was so great. We had amazing conversation, but that was a perfect example of choosing her as my priority. And she never asked me to do that kind of stuff. Whichever.
08:28
Tom Stanfill
I was easy to say. Personal over professional because she doesn't ever, she doesn't try to interrupt professional.
08:34
Tab Norris
No, never. And so she just needed that. And I'm like, done. I mean, I can make this up later. I'll do work on the weekend. It just doesn't matter. I'll cover it. So that was one example. Another was with business. Just, it was so great to kind of revisit and go through some of these thinking about choosing. And it had me go back to looking at kind of revisiting some of my big strategic key accounts and being more strategic based on choosing. Well, being a little bit more strategic within some of these accounts. And it got me excited. I need to make some better choices around a few of these accounts that I've not done. So it was very helpful to kind of bring me back to come up with.
09:28
Tom Stanfill
How do you make that decision?
09:30
Tab Norris
Yes, how do you make the decision? Because for every choice, because if I just, if I just, if I'm not intentional, all it is, I will tend to just want to take care of everybody.
09:42
Tom Stanfill
Yeah.
09:42
Tab Norris
And. But I can't, because if I choose to just take care of everybody, I'm not really serving the people I need to be serving as well as I can. So it's great.
09:54
Tom Stanfill
And it's just too easy to react like we talked about.
09:56
Tab Norris
Yeah.
09:56
Tom Stanfill
Our pressure time determines our priorities. So it's like, we get pressure. People want things from us. Like, I need this by Tuesday. I mean, I just had, we need this fat. Can you meet next week? Can you. And we want to respond to that, but that may not be my priority. So if we don't have those decisions made, we're not going to know. We're going to go. We're going to just move downstream. Yeah.
10:19
Tab Norris
And I started getting overwhelmed. I woke up early two mornings ago and I started getting overwhelmed. And that's where that triggered all this. I said, well, wait, the reason you're overwhelmed is you're not choosing. You're trying to serve everybody and you're not serving anyone well. And I, even for me, it was making me crazy. So that's how I did. How about you?
10:39
Tom Stanfill
Well, I had on my personal life, you know, my kids are grown. It's a little easier for me. Probably the areas where I struggle with. I realized, number one is my parents who are aging. I think I need to move them up.
10:58
Tab Norris
They need to move up the ladder.
11:01
Tom Stanfill
I actually decided to put my parents ahead of my grandchildren.
11:05
Tab Norris
Oh, I had an interesting, let's not tell. We won't. We'll keep that to ourselves.
11:08
Tom Stanfill
Yeah, don't tell anybody.
11:10
Tab Norris
Don't tell anybody.
11:12
Tom Stanfill
I think my kids are going to revolt.
11:14
Tab Norris
Yeah, we'll tell your parents, but we're not telling.
11:17
Tom Stanfill
I'm sure my grandkids don't listen to the podcast, but, you know, as I was talking to my wife, like, this is exactly what has to happen is you have to make decisions. And my wife and I talking, it goes, my grandkids have parents.
11:29
Tab Norris
Yeah.
11:30
Tom Stanfill
Right. And so my parents need me more than they're probably letting me know that they need me.
11:36
Tab Norris
Yes.
11:36
Tom Stanfill
And my. It's easy. They're all my grandkids are local. My parents live 2 hours away, and so it's just easier to want to spend more time with them. I love being with my grandkids, obviously.
11:46
Tab Norris
Yeah.
11:47
Tom Stanfill
And so I need to. I need to decide to put them ahead of my grandkids, as hard as that is for me to. I mean, I love them both equally. So it's not, it's just about where I'm gonna spend the time in business. I realized there was some gaps. I probably don't want to cover that on a podcast, but I realized that there was some gaps. I'll tell you one thing, I decided that my core leadership team is ahead of my customers. And if you're a customer, I'm sorry about that. Like, that's one of those things where I had not, I had really said if I had. Again, a lot of times we don't have to make these decisions. We can do it all, but a lot of times we've got to choose where we're going to cheat.
12:22
Tom Stanfill
As Andy Stanley says we got to choose where we're going to cheat and if we typically will cheat on the wrong thing. So if I can't do it all, I need to pick my leadership team over what I'm going to do for my customers. Now, obviously, there's other options of serving your customers than me, but anyway, so that was interesting. And you're right. Stress for me has really been, the source of that has been because I haven't really clearly decided what can I get done and who's first? And let it go.
12:51
Tab Norris
That was a big aha for me this week, too. So this has been great.
12:56
Tom Stanfill
Beautiful. So now we're in week three. So we've made the decision. So we've said we're going to adopt this strategy that if we choose to make the other people priority, we're going to be more successful and then we've got to choose or that won't work. It'll backfire if we don't choose well, because you can't serve everybody and then it'll just be a lose win. So will be a win if we choose well. And then this week. But this is about action. So the next characteristic of highest performing people is that they serve more. And so we talk about this at ASLAN. Care more, learn more, do more, serve more, and let's just unpack more first. As you know, tab, that means do more than they expect, exceed expectations. So what do they, what do they.
13:44
Tom Stanfill
So if we're going to serve them, I'm going to care more than they expect. I listened to a call. I was doing this impact analysis for a client, and one of the low performing reps was talking to a customer, and the customer said, I still can't believe I heard that. The customer said, well, I'm sorry, I wasn't able to get to that because I had a heart attack, which I feel like it's a good excuse.
14:11
Tab Norris
I think that's valid. That is really valid. Okay. You get a pass. You get a pass.
14:15
Tom Stanfill
Yeah, I feel like that was a really good excuse. Yeah. So they had art attack you. You know what? The rep said that, bummer. Nothing.
14:23
Tab Norris
Nothing is zero. Just no acknowledgement.
14:26
Tom Stanfill
No. And maybe, hey, let's just assume that the rep just didn't know what to say.
14:33
Tab Norris
Yeah.
14:33
Tom Stanfill
But what came across is I don't care.
14:36
Tab Norris
Yeah.
14:38
Tom Stanfill
Yeah.
14:38
Tab Norris
Right.
14:38
Tom Stanfill
That's what was. I don't care. You know, it's like I'm not even going to say anything.
14:44
Tab Norris
I care so little. I'm not even going to respond to that.
14:47
Tom Stanfill
Yeah. Yeah. I mean, you could at least go. I don't want to, I don't want to assume that was the reps motive, but the point is, if we serve more, we demonstrate that we care about them. And when, if it's in business, I care about them more than my commission.
15:03
Tab Norris
Yeah.
15:04
Tom Stanfill
Right. I care about them more than I commission. And, and so then that's the number one. I got to care about you as a human. You're a human being. You have a life. There's things that are important to you. And I care about. So that's number one. Care more. Again, more means more than they expect. And that doesn't mean, by the way, and I think it's really important that this is part of learn more, that means that we're just super sappy and super sweet and super nice. Some people, if we care more, that's not what they want.
15:32
Tab Norris
Yeah.
15:32
Tom Stanfill
Right. They just need to know that we care about them as a human being, whatever that means. And that's part of learn more, which learn more is I'm going to learn about them. What's unique about them, how do they want to work with me, what's important to them. They are unique. And so how can I learn more about them? And then lastly, as you know, tab, it's do more. We go do. There's action.
15:53
Tab Norris
Yeah. And what I love, and I was just talking about this the other day, is I love it because it is, it's kind of a formula. I meaning I got, if I don't care, I'm sure not going to learn. And how in the world am I going to do more if I don't learn? So, so I got to care, which triggers me to go, I need, if I'm going to care, I got to go, I'm going to go dig in and I got to kind of be much more intentional about learning so that I can do more. Because if I don't know what they care about and I don't really know what they're, how they're wired or what's important to them, how in the world am I going to do more? How am I going to exceed expectations?
16:31
Tom Stanfill
So, yeah, I just spent the night at one of my, took care of our grandkids and so spent at one of my kids houses last, or I guess it was this week, early this week, and it's like, you know, I can just come in there and think about what I want to eat and what I want to do and how I need to relax and what tv programs I want to watch or. Or how I can. I can have fun with the kids or I can go, what's going on here?
16:53
Tab Norris
Right.
16:53
Tom Stanfill
You know, each child, as an individual, is an individual, and I can get to know them and what do they care about and how do they interact with each other? And I can. It's. That's the care thing. And learning who they are, because, by the way, our ability to do that determines our relationship.
17:11
Tab Norris
Right.
17:12
Tom Stanfill
My relationship with my wife is purely the health of my relationship with my wife is purely dependent upon. And my customers is, do I care, learn, and do.
17:21
Tab Norris
Right.
17:21
Tom Stanfill
You know, so it's. It's like this easy formula that will determine the health of our relationships. It's like, it's not difficult.
17:28
Tab Norris
Yep.
17:29
Tom Stanfill
Now it's difficult to understand. Yeah.
17:32
Tab Norris
Yeah, we know that. You know what it is, but it's just doing it.
17:35
Tom Stanfill
So that's the challenge for this week is, okay, so we're gonna. We're gonna focus on what we chose. Chose the people that are most important to us. And so we're going to. This week, we're going to focus on how can we care, learn, and do. And I have just a simple phrase that I would. I would encourage people to adopt, really just a simple way to do this all week. And I thought about this as I was watching. If I was watching people interact at a restaurant. And what happens when I was watching this group of people interact at a restaurant? Is everybody. Either people said nothing or somebody dominated the conversation. Either they were fighting for them, they were fighting for the mic.
18:19
Tab Norris
Yeah.
18:19
Tom Stanfill
Or they were just sitting there. I don't know what they were thinking. Right. It's just. But it was. Most of the people were kind of fighting for the mic or just in hanging out with people socially, I've realized that most people are just focused on what is it they want to accomplish or what they want to say. And so I would encourage people to just try this. This week is observe and encourage.
18:44
Tab Norris
Okay. As I was preparing for this, I teach this, obviously taught it forever. But doing this challenge is kind of thinking through. Is preparing for the challenge that's coming up this week. Because I was just thinking about some examples. Surely I've got 27 of them. And I was struggling. I really was. I need this. I need this week. I'm excited to see how it goes and what I can share next week. Cause I'm gonna be very intentional. Cause I need to improve on this. And you do a good job on this, at least. I've seen you do a lot of. I've seen you do this. You're a good role model that I need to do. I need to improve on. So can you. Can you say again what you're. Cause I need some coaching. So you just. You gave me a tip.
19:37
Tom Stanfill
What was it?
19:37
Tab Norris
Say that again.
19:37
Tom Stanfill
Yeah. And what we're gonna talk about, you know, we said it's. Maybe. Maybe it's throwing too many terms out there, but I wanted to simplify it. So we talked about care, learn and do, right? So those are big concepts. Like, I gotta care. But if we just simply said in the interactions that I am. I'm gonna be in this week, whether I'm playing golf, like, I'm talking to you, right. Or you or me, or I'm having lunch with somebody or I'm with the customer, I'm gonna observe. I'm gonna, like, I'm gonna move from, what am I gonna say? What do I need to say or what I want to accomplish or what am I doing to. I'm going to look at the people that I'm around, which means I care about them.
20:16
Tab Norris
It does mean you care and you learn. You're kind of lumping those two together.
20:19
Tom Stanfill
Kind of lumping. I'm lumping, learning and care together. Just observe. Just look at people. Like, who are you with? Why are they there? Why did they ask that question? What are they good at? And this is. And that's the encourage piece. So if I observe them and I see them, then encourage them. Say something to them. That's an easy. Do more. This is the.
20:40
Tab Norris
Yeah, yeah. It's a good way to baby step.
20:42
Tom Stanfill
If I just observe people that I'm with this week, like, if I see my wife, like, last night, I did this with my wife, she spent that, she went. And so two of our grandkids are going to middle school for the first time, so she took them out to get their nails done. Right. So I observe that. Okay, so, okay, so you. What did you see? What did you do? You took time out of your day. You weren't feeling good, and you were talking. And so then I want to encourage you, I said, you're really an amazing grandmother. Right? Just say that. And so I feel like that's a really easy way to apply this. If we see things about people, because people struggle with, everybody needs to encourage. People don't know what they're good at.
21:27
Tom Stanfill
People don't know what their value, you know, what. How do they bring value and why do they matter? And what do they do? Everybody struggles with fear. And we, you know, when people set, pull you aside and say, and you think about it like you probably remember, I remember the handful of times people have pulled me aside. Now, you've done this to me a ton because, but we've worked together forever, though. You and I are kind of like an old couple. It's like we've just, you know.
21:53
Tab Norris
Exactly.
21:54
Tom Stanfill
But you've always, you've always been very encouraging to me. But when somebody pulls you aside and says something, you say, hey, you're really good at that. You know, even if I know somebody well, like you, it still has impact.
22:05
Tab Norris
It's, it's, yeah, yeah, it is. I'm, I'm looking forward to this because maybe I may do this better than I think. I think I just haven't thought about it because I want to better, I, where I've really faith, where I've struggled and I. You've coached me is with my wife, with gift giving. I'm not, I don't really, I'm not a gift receiver.
22:27
Tom Stanfill
Yeah.
22:28
Tab Norris
So I don't, it's not my thing. I want to be with people. I like that I'm a time with people. And so my wife loves, I mean, she likes gifts, and so, I mean, it's so good. This is a perfect example that you have to care, so you have to learn, because if you don't learn, how in the world are you going to get a good gift? I mean, I can buy a gift, but I can't give, like, exceed the expectation. So that's something I need to be intentional about.
22:55
Tom Stanfill
Yeah, well, I think we all struggle with it. That's just one of the words we're doing, the challenge.
22:59
Tab Norris
Yeah.
22:59
Tom Stanfill
It's like stop and say, yeah. Like, and that, because if we just move with the current or we just do what comes natural, you will love your wife and your language.
23:10
Tab Norris
Yeah.
23:11
Tom Stanfill
Right. Because that's exactly right. Right. That's. Which is normal. That doesn't make you a bad person. Doesn't make me a bad person. It just means that I'm not serving more. Right. It's like, and we'll talk next week, which, when we get into getting feedback and that's how we learn these things. But, yeah, I think, and I've got to work on this, too. I think where I struggle with it is I can tend to focus on, serve more in certain situations and not in situations that maybe or more difficult for me.
23:47
Tab Norris
Yeah.
23:47
Tom Stanfill
You know, I think we'll have.
23:48
Tab Norris
We're gonna have some good discussion next week.
23:50
Tom Stanfill
Yeah. Yeah, exactly. Well, and that. That's probably a good way to wrap it up. Tab, what, what do you think is the biggest barrier to serving more? Why do you think it's difficult for you to serve more?
24:03
Tab Norris
It's not that I don't care. I do. I do care. And I want to. It's. To me, it's just learn. It's just taking the time to learn. For me, if I was just going to say, just taking the time to learn, not just making assumptions.
24:21
Tom Stanfill
Yeah. I think for me, as I was thinking about this, I think it's got to get in the task mode.
24:27
Tab Norris
Yeah. Well, that may be kind of why I do that. That may because I think we both care, but maybe you get in the task mode and you just, you don't learn because. Because you don't. You're just kind of rolling along.
24:40
Tom Stanfill
And the other thing. Yeah, I think that's a true. And I think the other thing that's a struggle for me, and I think this is a good reminder for all of us is we go, well, what about our needs?
24:53
Tab Norris
Right.
24:55
Tom Stanfill
Yeah.
24:55
Tab Norris
I'm going to do all this, and.
24:56
Tom Stanfill
I'm not going to get anything out of it.
24:58
Tab Norris
Exactly.
24:59
Tom Stanfill
Because I, and I think this is really important to address as we close. Our needs will be met if we meet other people's needs.
25:06
Tab Norris
Yes.
25:07
Tom Stanfill
We may not know how, like, if I run around, let's just go back to my customers, talk about my customers and my grandkids. If I run around with my customers and I'm like, how can you make sure that I make enough money?
25:18
Tab Norris
Right.
25:19
Tom Stanfill
Which is a ridiculous statement, because they, like, that's not going to work if I go to my grandkids, is how can I get them to like me.
25:25
Tab Norris
Yeah.
25:26
Tom Stanfill
And want to be with me. That just makes it all about me. And then the last thing they want to do is either be a partner with me or hang out with me.
25:33
Tab Norris
Right.
25:34
Tom Stanfill
So it's counterintuitive, but I have to constantly remind myself is I'm going to have richer relationships, people. The most attractive quality about me is going to be how I treat them.
25:46
Tab Norris
Yeah.
25:47
Tom Stanfill
And then ultimately, I don't know how it's going to happen, but I'm going to have richer relationships and I'm going to be more successful, Jeff.
25:52
Tab Norris
Well, that's what I love about this, because we get a week to try it.
25:55
Tom Stanfill
Yeah, try it one week. Serve more. Encourage. Observe and encourage. See how that works. Even with your customers? Yeah, even with your customers. Or if you just want to think about it as care more, learn more, do more. What can you do that will blow their mind? It will be more than they expect based on what you learned and based on the fact that you care. All right, beautiful. Another week in a challenge. Week three. Good luck, everybody.
