Why Experienced Sales Reps Build Portfolios Instead of Taking Jobs

Jordan Lally:0:00
Welcome back to the High Ticket AI assessment podcast. Everyone, please welcome the learning Mr. Ryan Matic. Ryan, welcome to the show, my friend. How you doing?

Ryan:0:08
I'm great, thank you. Really, really great to be here today. I've heard a lot of great things about the podcast. So yeah, ready to kind of share the the story with you.

Jordan Lally:0:17
Absolutely, man. Yeah, we're happy to have you. that being said, before we dive into all the the nitty gritty here, can you give the audience some context on on to like what you guys sell and who who you guys sell to, like who is best fit for your service?

Ryan:0:30
Yeah, I mean, so essentially what we do is we help companies to build B2B commission only sales teams globally. so the sales agents that use that are part of our network, they've all come from a long background in sales. They're entrepreneurial, basically like any business owner. So the the luxury they have is they can start their own business without having to physically create a product or a service.

And so essentially what they do is they build a portfolio of companies they represent. They're typically very well connected. So I mean, on Commission Crowd anyway, they've on average between 10 to 15 years actually building networks. And so our role is essentially we're a network, we we facilitate the connection between the company and the sales professional.

Jordan Lally:1:19
Gotcha. You said that they have ten or fifteen I'm not sure if it was a five companies they worked with or in their portfolio. Correct me if I'm wrong. Are they working with one company at a time or are they working with a few at a time 'cause they just

Ryan:1:33
No, no. So if you think about salespeople that that sell exclusively for one company, that's an employee. So when you're paid a salary, that essentially buys your time, right? Your full time, your full dedication. You can only sell the products or services of one company. so these people they build a portfolio, they represent multiple companies. Now A lot of the time that can put companies off, but actually it's really beneficial because it generally means they're already selling into a set of businesses with a range of products and services. And so really your goal is to essentially fit your product to service into that agent's portfolio. And they've usually, I'm not saying all of the time, but but usually they've got a ready-made Rolodex of customers they've been doing business with for many, many years.

And so I mean it can open doors very quickly, it can generate business very quickly. But I mean obviously it depends on a a number of factors.

Jordan Lally:2:32
No, that's very interesting. And so be really transparent with you. We interviewed a guy the other day and he was in a very similar situation where he was already on offer. He didn't want to leave his current company. He wanted to work with us to end up with it. I I'm gonna be transparent. I did not like that. I'm like I I want I want you to vote it to like to this opportunity. But looking back, Ryan, and like trying to try to like see where it could be a benefit.

He's going to consistently have sales calls. He's gonna consistently get practice in reps. And he's not gonna get rusty, if that makes sense. Like because I know a couple of people out there in the space where they they get like two, three sales calls max per day. And like as a full-time sales rep, I would hate that. Like I want my calendar full, you know, five, maybe six, maybe even more, if if if I have time and have the energy to actually do it. And that's where I see this system being an extreme benefit to reps. It's like you'll get three with one offer.

Ryan:3:14
Yeah.

Ryan:3:17
Yeah, yeah.

Jordan Lally:3:26
two with another offer, but maybe one with another offer. Like you're always I guess staying on

Ryan:3:30
Well, I mean, you're I mean also, you know, that that's kind of dependent that that sounds like somebody's perhaps relying on leads. So in many cases, the the sales people that we work with, they don't rely on leads. You know, they've got their networks, they're busy, they're selling every single day. So if you can imagine somebody that's selling into, you know, schools, right? They they could be selling Probably a terrible example, but they can be selling gym equipment, they can be selling tables and chairs, they can be selling software, computers. we're working with companies now that are, you know, generating AI for schools, software, they can sell hardware as well. So it's they're always busy. if a company can provide leads, yes, to supplement the agent's efforts, but these people, they're not. generally sitting around waiting for leads cold calling, cold emailing. That's not really what they do. So it's probably slightly different.

Jordan Lally:4:30
It definitely is. And now I'm now I'm really intrigued. So imagine I'm a sales rep. Like, how would I like what makes me qualified or what makes me a good fit for your company to work within your network? Like what would I have to do? What was the internet look like?

Ryan:4:43
I mean, if you're a sales rep, really what I would say is, you know, you should have had an ex a background in sales. You like like any business owner. a business owner usually has experience in a field. they've been very successful as an employee, they've perhaps worked their way up and they're entrepreneurial, so they decide to start their own business. So it it really is the same in terms of if you're a sales agent looking to become self-employed, you know.

Companies, just because they're not paying you a salary, they're very protective about who represents their brand. they want to make sure that you have, you know, experience, that you, you know, perhaps you've got strong networks. and really for yourself as well, because when you're getting started, remember these companies are not paying you a salary. So, you know, it's very, very important that you've you've got the experience. You're not learning sales, you you know how to sell, you're just looking for a really, really strong.

Portfolio of products and services to sell. So yeah, I mean, I'd say, you know, if you have no experience, go out there and get a job, work your way up. Some sales agents they earn a fortune as an employee. they've got no interest in becoming self-employed, they're not entrepreneurial, which is fine as well. So it's it's about meeting a certain set of criteria for yourself, and if you know you're looking to work with companies as

Jordan Lally:6:04
Gotcha. And so essentially you have at least five years of B to B experience, hypothetically. You you you you've earned your stripes, so to say, you join your network, and then essentially your company has other companies that are actively looking for experienced B to B sales reps that have a strong portfolio, have the skills. Can you describe how that process would work? If you don't mind.

Ryan:6:26
yeah, so I mean companies come to us for for different reasons, right? So they they perhaps they've got a strong presence in one country. they're looking to expand overseas, and perhaps they don't want to go out and and into those markets, you know, with the expense of opening an office and hiring all the staff. They just want to connect with people that are on the ground, that already have networks, that know the local areas, and that will help them move into those markets.

We we work with other companies as well that are maybe, you know, they're SMEs, they're just they're not brand new companies because an agent generally won't test the market. they want to see this product market fit. You know, they have paying customers, case studies, testimonials, and that thing. but there are companies that come to us and say, look, you know, we've got proof of product market fit. We're now looking to scale. we're interested in perhaps, you know, exploring doing that with the help of well-connected, independent sales professionals. So We take it on a case by case basis. we do turn away a lot of companies. We're very, very consultative. So we we get a lot of companies, like I said, that haven't quite achieved product market fit yet. we speak with them, we consult with them, and we say, look, it's just not the right time. while we can make sales opportunities, we call it look attractive, you know, I'm sure the company's got an attractive proposition. Generally we know because we've been doing this since 2015. a sales agent is unlikely to go out there and test the market for for a company. So yeah, I I I would say at least at least if you're getting started, have proof of chronic market fit in there.

Jordan Lally:8:05
It's almost and correct me if I'm wrong, Ryan. It's it sounds to me like you have two recruiting systems, right? One is gonna be on behalf of the agents, the other half is gonna be on on the company side, right? What are some similarities and differences you have seen with recruiting agents versus companies?

Ryan:8:25
I mean, ultimately we're we're building a two sided marketplace. So, you know, they're they all in they all want the same goal, they all want to connect. but yeah, I mean that was one of probably one of the biggest challenges for us was you know, obviously making sure that our database is growing, you know, at a a kind of equal rate. but yeah, I mean, salespeople have different criteria and different needs than than companies a lot of the time. So Yeah, ultimately what I would say is they've all they've all got the same goal. We we have salespeople come to us as well in the same way that that that companies come to us and they say, look, you know, let's say for there's a lot of high-ticket stuff going on just now. And and the way that a lot of companies market high-ticket sales, it it can appeal to people that have had zero experience in sales. you know, and and Yes, if that company does train them in sales and gets them up to speed with how to sell, yes, we can help them. but if somebody's maybe read an article and said, I want to become a high-ticket sales expert, and they come to us and say, Look, I've had no experience, I've never touched sales in my life, then we'll say the same thing to them as we say to a company. You know, I recommend you go away and learn how to sell, get a little bit of experience.

And then come back to us when it's time to actually start making those connections. Because in the same in the same way that sales agents are very picky with the companies they choose to work with, you know, the same goes for vice versa, essentially.

Jordan Lally:10:00
You only want to recruit a players. From our experience, it's an acquisition funnel system is very similar to a recruiting acquisition system or funnel. The entire point of the funnel is to weed people out so that you only speak with the with the like the best candidates or the best prospects, so to say.

Ryan:10:19
Exactly.

Ryan:10:28
I mean, honestly, we've we've grown organically since day one. we're very good at what we do. word of mouth is huge for us, but actually we've we've grown organically. Education's a huge part of what we do. every every piece of content we put out there, every phone call we have, we go into it from a from a a kind of an angle of of education. so yeah, I mean it's it it's really, really important to us that that we're kind of helping people on on their journey and really showing them how to get there. So we don't necessarily go out there and headhunt and recruit salespeople. They they come to us. We make sure, you know, we to be transparent, we we we cannot vet every single we've got tens and tens and tens of thousands of salespeople. Everybody has a profile within our platform. We know the stats. We know how you know well connected they are. We know their their years of experience. but ultimately because we are a commission only platform, there is no money to be made, there's no fees to be paid, there's no salaries to be paid to the sales agent, ahead of that person actually physically closing business. So yeah, I mean really it's our growth has been organic, and word of mouth is is probably our biggest growth factor to date.

Jordan Lally:11:48
For sure. Maybe I posed the question improperly. So whenever you're bringing agents into the into the network, it's they don't have like an application to fill out or like a screening video or like a personality.

Ryan:11:58
sorry, yeah, yeah, yeah. So yeah, I mean essentially they they have a profile that they complete and all of that information is contained within their profile. So their net you know, their their target markets, their experience, the their what their current portfolio looks like, their years, you know, experience in sales, their background, all of that's within a profile in Commission Crowd. and exactly the same on the company side as well, companies have what we call a sales opportunity, which is published within the network.

Is well.

Jordan Lally:12:29
And you're you're saying, correct me if I'm wrong, you only the company doesn't really earn revenue unless a sale has been made. Or it's it's not like a clo gotcha. So I know other recruiting agencies or or staffing firms out there, they can charge you know, a couple of different ways, as I'm sure you're aware. One is like the like twenty percent of the first year's salary, the other one is just a placement fee, or I guess if it's like a VA placement fee, whereas like

Ryan:12:38
Yeah.

Jordan Lally:12:56
It's seven bucks for this VA, you'll pay us ten bucks and like that's that's when you pay us 'cause we do the work for you and we pay him in HR and all that fun stuff. But you're vastly different. It's essentially whenever they make a sale, whenever whenever our agents make a sale, we are an X percentage. Interesting. I really feel like that's a

Ryan:13:05
Yeah.

Ryan:13:11
Well actually, actually just to just to clarify that, we what we what we do is we we do charge a service fee to work with all of our company members. we provide we're not we're not a job website or a job board where you kind of post an advert and hope something happens. we provide a very hands on, you know, end to end solution. So that that starts from day one, you know, thinking about your sales opportunity, making sure it's attractive to sales agents, you know.

Jordan Lally:13:14
Yeah, yeah.

Ryan:13:40
We we have a lot of companies that have never worked with this type of sales professional before. So we really help them to think about, you know, what what really makes an opportunity attractive. It's the commission structure, you know, how to present the opportunity. it's a process that can take a little bit of time. We have a team that helps every step of the way. so yes, we we charge a service fee to get set up. We also run campaigns on behalf of our company members as well. that's how we make our money just now. but yes, the company only pays the sales agent after the agents closed business. So that that relationship doesn't belong to us in any shape or form. The the contract is signed between the company and the agent after the connection's made. Commissioner Crowd isn't part of that contract.

Jordan Lally:14:26
Okay, cool. okay, that that that makes sense. You essentially you charge a fee, which is absolutely necessary, I think, or else you get a bunch of people who aren't that serious, one might say. Yeah, so charge a service fee, you go out there, you find the best rep, you dial in their offer, their company description, all that fun stuff. So a good rep can actually be incentivized too to apply to work with that company. Cool. And then essentially, does this agent they're not going in house with company A.

Ryan:14:49
Yeah.

Jordan Lally:14:56
Right, because this this agent can still have multiple offers or multiple businesses that they're still selling for a portfolio.

Ryan:15:04
Correct, correct. They're they're they're essentially they're seen as third party contractors. they don't want to be employees. They've come from the background as an employee. you have to to respect their autonomy. that's not to say that you shouldn't have some kind of KPIs in place with an agent. but yeah, you have to be careful. You're not kind of crossing the line of, you know, third party contractor employee type relationship where you're expecting someone to come into your office but you're not paying them a salary. so yeah.

Jordan Lally:15:35
Does your s without going into specifics, just to help our audience out, does your service fee vary and change based on the quality or the candidate and like how many years of experience that they need, or is it the same retirement?

Ryan:15:46
No. No, no, no, not not at all, not at all. we our our only goal is to facilitate quality connections. That that's that's all we do. We don't charge by country, we don't charge by the number of agents that you connect with. We have different tiers of service. essentially we're just very good at the connection piece, you know. So we we have a real team that will work on behalf of our company members, we'll help facilitate those connections, run the campaigns. segment or huge database. so yeah, I mean that's it just it's more about the level of service rather than the number of agents or the the type you know, how experienced that person is, for example.

Jordan Lally:16:28
Gotcha. The way I can I guess articulate that, like the the do it yourself version, the done with you version, and like the done for you version, right?

Ryan:16:37
Exactly, exactly. Yeah, yeah, yeah, exactly. Yeah, yeah, yeah.

Jordan Lally:16:40
Honestly, Brian, I'm really impressed with how this whole thing came to be. You're the first one in my in my like networker circle to actually build a platforming company like this. How did all this even transpire?

Ryan:16:52
I mean, it was a complete accident. We we started 15 years ago. we were working with a very large digital marketing firm in the States, Inc. 500, so very, very large. essentially, we we brought their brand back to the UK in a franchise model without any financial assistance. Now we went out there and I'm not gonna lie, we were looking for free or cheap labor, like a lot of companies are. we quickly learned that.

That wasn't the case. That wasn't what these people, you know, were. we ended up building. Now, this is back in the day when you could put a website up and keyword stuff it. You could, and that that's exactly what we did. We put up a website called commissiononly salesjobs.co.uk. we keyword stuffed it to to high-heaven, commission only, commission only sales, and Google ranked as number one. and essentially what happened was we had a whole bunch of salespeople finding our website and saying, well.

Where are the other opportunities? and on the flip side, we had a whole bunch of companies finding our website and asking to, you know, rent a page on the site. Now we knew after building our sales team that it's not as easy as just you know find someone on a job board. You know, there's other things that go into it, like managing contracts, sharing training tasks and files, paying salespeople, which you can do through our platform. so we we decided because we had the technical expertise.

We immediately identified a massive gap in the market. and we decided to kind of build a platform that would unite the industry. This industry is so fragmented. If you go out there and look on a job website like Indeed, for example, or LinkedIn, you're not gonna find many people calling themselves commission only. traditionally, this was the the kind of the the domain of manufacturers' reps where they were selling physical products. driving up and down the country, flying across seas to sell physical products. And we saw a massive shift happen during COVID when everyone got kind of locked down. we saw a shift where salespeople were really excited to sell remotely. SaaS, now AI is huge for us, online, you know, consulting services and and those kinds of things. So the market's constantly evolving. We we we started by accident. but yeah, I mean ultimately our goal is to unite a very fragmented marketplace.

Ryan:19:19
And facilitate really, really high quality connections.

Jordan Lally:19:22
That's amazing, man. And when it comes to the company standpoint, like looking for qualified sales reps, do you have like a a vertical you like to work with, the industry you like to work with? I know you brought up schools earlier and even manufacturing, so it doesn't kind of very

Ryan:19:38
We we cover so many industries, it's amazing. I mean, I I speak to and our team speak to so many different types of businesses every single day. we learn new things every day, even you know, even over a decade later. So if an opportunity is good enough and strong enough and there's a demand for it in the market, that excites us. It doesn't matter what industry.

You can imagine now there's a lot of AI, a lot of SaaS opportunities. We have to be very careful with onboarding and bringing these companies on. There has to be a proof of product market fit in there. but yeah, yeah.

Jordan Lally:20:18
Kind of going back to I I guess the opportunity like the offer, the reason like client acquisition works better than some other companies client acquisition system is because of the offer. Like what are they buying whenever they exchange money? In my opinion, it's the exact same thing with you know the reason why I'm joining this company is because they have you know good OTE, a good comp structure. They have a proven offer, a a product where I could fit, testimonies, case studies. like proof that the it actually freaking works. And like on the flip side it's like brand new company, AI just built the product. We have no funding. O T E's are shit. Excuse my language like it's like you're not gonna attract the best talent. You you know what I mean? I I I don't think companies actually look at that as like a a thing, you know?

Ryan:21:04
Yeah. So I mean, so I I look at the background as to why that that tool was developed because what we're seeing now is it's very interesting. We're getting a lot of web development companies, for example, coming to us almost in a state of panic. You know, business businesses drying up, you know, web AI's taking over. and so these people they're they're developing they're they're starting to look at their existing customer base. Let's say they've worked with manufacturers for a while.

They're going out to their existing database and they're saying, you know, what kind of problems do you have within your business? And they're pivoting. These companies are pivoting super quickly. So they're now developing tools for manufacturing or chemical or pharmaceutical, the industry, food industry, whatever it might be. and so for us, it it's it's kind of a new domain as well, right? So if I speak to a web development company and they've developed a tool for manufacturing, but They can explain to me, look, you know, we've worked with manufacturers for 20 years. we're we're pivoting. This is why we've built this tool, because we know we speak with our customers, there is a real need for this. then that might be a company that we would, you know, let through, even though they're in in some cases they don't have any paying customers, but we can see they know they've spoken with their clients, they're building tools because their clients have asked them to build tools for this. whereas, yeah, we we do get some companies that are I mean anyone can build something these days, right? they've got no background in in the thing that they're building. and so these are the types of companies that I'm going away and saying, It looks interesting, go and get a couple of paying customers, come back to us in three months, because you need to see that the product's sticky as well. and then we can have another conversation. So yeah, you you have to take things on a case by case basis.

Jordan Lally:22:53
If if you want to pivot there, are you guys utilizing AI in any way, shape or form to like efficiencies?

Ryan:23:02
yeah, absolutely. So just now our onboarding process is slick. really, really slick. You you don't really see what happens, but we're using a lot of AI. you know, we we've built some incredible systems into our back end. that also comes when we're facilitating connections and running kind of campaigns on behalf of our members. What what I would say, and I can't really go into it in too much detail, we've been in development now for about a year and a half.

We are building some incredible things. So I can imagine if we have this conversation six months or twelve months down the line, Commission Proud's Commission Crowds probably gonna look completely different to how it looks now. there will be a lot of AI type stuff in there. so I would say stay tuned. There's some very, very, very exciting things coming. we we know this space really well and we know how AI can kind of improve what we've already built. So Yeah.

Jordan Lally:23:58
I'm excited to see what happens, man. You got me excited.

Ryan:24:01
Yeah, yeah, yeah.

Jordan Lally:24:03
Brian, maybe a few more questions for you. But looking over the next twelve months, my man, what is the number one thing that you would hope the company achieved?

Ryan:24:13
I mean, honestly, we're we're on the up and up. It's AI loves us for sure. you know, we're speaking to more companies every single day. what we hope to achieve. I mean, we just we just want to keep growing. We wanna keep helping people. I know it sounds a bit fluffy, but that's what we do, that's what we love doing. on the company and the and the and the agent side. In the next twelve months, really, as I kind of was saying, we are building some incredible stuff.

Can't wait for that to launch. and then maybe we can, you know, have another I can could kind of come back in the podcast and maybe show you what we've built. But yeah, I think I think in the next 12 months it's all about development and really kind of implementing these new systems into our business. That's it's gonna provide so much more value for our existing database. And I'm super excited for that.

Jordan Lally:25:04
Absolutely. And then this this answer could be personal or business, but what is the single best piece of advice you receive?

Ryan:25:15
single best piece of advice that I can give or that I've received.

Jordan Lally:25:18
Received. I gu received, but it could also be the thing that you give away at the same time.

Ryan:25:27
I think, okay, so I mean, as a as a leader, my brain can work differently to to other people on our team, for example. And I want to be completely honest with you, my my brain goes through the kind of negative a lot. I I see how things break or could be broken. I think I think you have to, as a leader of a business, you have to understand that everybody works differently. you have to be able to inspire people. in different ways. I know that my way of thinking is good for a lot of things, but it's not so great for other things. maybe giving up a portion of control as well in some aspects to somebody else. I mean, so we we we've been hiring, we're working with people, and you know, I'm used to being in control of everything to do with my business. so I would say, you know, the advice that I was given by my my colleagues, you know. be happy to give up a portion of control to someone who's better at doing that part of the the job for you. and also be aware of how my brain works compared to maybe someone else's in the team as well. So I think my colleagues are an inspiration really and it's probably the advice they've given me that's that's really helping me. So

Jordan Lally:26:43
That no, that that that is really good piece of advice because you only really know that until you you don't understand that until you actually start hiring and you you actually don't have enough time to do everything. I I mean maybe that's why we're also entrepreneurs, is we like to control things, like the more we're in control the more we can grow, maybe. But I'm fully on board with you have to give up control only on the area where this outside person or this person is better than you at this thing. I'm not gonna give

Ryan:27:10
Exactly.

Jordan Lally:27:11
I'm not gonna give a control if I'm better at this thing than you are. That that's just dumb. Like, no, like I'm gonna I'm gonna control this, you control that over there. Secondly, being the the entrepreneur, what you're constantly looking at all the broken glass. I think I butchered that statement, but Elon Musk framed it. It's like you're always looking into the broken glass of a place. Like this could break, this can break, that's that's wrong, that's wrong. Like above surface water, the business is growing, we're making profits, everything is great. But on the inside, it's like

Ryan:27:18
Exactly. Exactly.

Ryan:27:37
yeah.

Jordan Lally:27:40
This is wrong, this is wrong, this is wrong. You don't know that until like you don't know that from like from like an employee standpoint. But as a owner, you just look at it differently. I don't think I don't I don't I don't think it's a bad thing. But like that's what that's what we signed up for. You know, and I'd rather be an owner than an employee ten days out of ten. You know what I mean?

Ryan:27:56
listen, it's the I I went back to university at twenty seven and I studied, you know, marketing and PR. And I thought I was going to end up in an in a an advertising agency in the States. You know, I never thought I was going to start my own business. I never knew I was going to identify a gap in the market with my colleagues as well. and so I think I think you just have to you have to go, you have to grab.

You have to grab an opportunity, you know, when you see it and when you come across something. Because if you don't, someone else is. and so, you know, I came I never had a job. I mean, I had jobs. Obviously, I was a car I was in car sales, I was working in Starbucks at one point, but I've never had a job after I graduated and got my degree from university. actually, this is slightly off topic, but I studied PR and media. Just as social media came out, I graduated.

Jordan Lally:28:27
Yes.

Ryan:28:48
And so every single advertising agency I went to, they weren't hiring students that could cost a newspaper or a radio advert. They wanted people with digital experience, you know, people that were already working on on on Facebook and well, Instagram wasn't around at that time. and so, you know, I found it impossible to to find a job. And I fell into this completely backstage and I actually I went onto Twitter and I saw there was an event in Edinburgh.

It was my colleague that was running it, a social media event. And I basically begged her, she was running a very s small social media company from her bedroom at home. I begged her to work for her for free for a year and get some experience in in social media. So that's one of the things I learned as well was, you know, I generally we don't hire based on a CV. We based we we hire based on, you know, experience. because It really shows something. If somebody hasn't got what a company needs, but they go out there and they find it, even if they're working for free and they they gain that experience, that means more to me than looking at a piece of paper. always, always.

Jordan Lally:30:00
Yes. That is not to go on a a topic about college and like the the issues that college has. But I think you kinda you you know, put on the point there that companies are looking for people with experience, not what you learned in a classroom. And it's kind of backwards because if you have to not have to, but like people encourage you to go to college to learn the thing, and then when whenever it's time to go into industry

Ryan:30:16
Yeah, yeah.

Jordan Lally:30:25
You haven't like done the thing. So it's like, I don't care what you learned. I want I wanna know that you've done the frickin' thing. You know? So it's like

Ryan:30:30
Yeah, yeah, yeah. I mean, it was super interesting to me, but what what I learned was, you know, and we maybe we are going a bit off topic, but the curriculum books cannot move as fast as technology. And the curriculum cannot change as so social media was was a big pivot. It affected me. Obviously, it's given me a huge opportunity now, but it really affected my my ability to to get a job. The AI is a whole new ball game.

I kind of feel a bit worried and scared for the kids in university. I've got a niece and nephew. What their the final years of school, they're going to be choosing what degree they're gonna study in college. How do you know? How do they know in five, ten years? So I mean, I think a piece of advice to to to people watching, you know, e even salespeople to go back onto topic a little bit. I think, you know, yes, sales is very much relationship based, but AI is making people's jobs hell of a lot easier. I think people shouldn't even, you know, slightly older sales agents should, you know, be experimenting with AI tools, should be getting to grips with it, shouldn't be scared of it. I mean, ultimately, you know, there hasn't been a better time in history to start a business, become a sales professional. You've got tools that will do all the the stuff that you don't want to do for you. You know, the the there's an abundance of opportunity out there.

And I think people need to to be aware of that and not be scared of, you know, there's gonna be no jobs out there. Kind of embrace it and and worry about that later, but maybe maybe totally off topic, but yeah.

Jordan Lally:32:02
Right, no, I love it. Where can they find you, my friend? Great conversation.

Ryan:32:06
well you can find me on LinkedIn, Ryan Matok, or head over to commissioncrowd.com, the website, use the live chat, we're always there. yeah, be happy to to chat any time.

Jordan Lally:32:14
Sorry.

Jordan Lally:32:18
Ryan, thank you for joining the show, brother. I cannot wait to see what the website looks like in the next 12 months or so. We'll definitely have to invite you back on. But nonetheless, thanks for joining, brother. It was awesome.

Ryan:32:23
Yeah. Thank you, Jordan. Appreciate it. Cheers.