Today we've got another great guest, another great sales rep. And kind of his superpower,

or something he feels he's pretty good at, is understanding what the client's going through,

that empathy and compassion. Now, we hear this a lot in sales, and I talk about it a lot,

but why don't I give you a little analogy so that we're

all on the same page, that we're all thinking about it in the same context. I, because I kind of had

a great example over the weekend. I use this trail near my house several times a week as a pedestrian.

And it's a beautiful trail, goes through the woods, but then it crosses this two-way road.

And a kind of busy two-way road, a curvy two-way road, a slightly hilly two-lane road.

And the trail is typically very busy.

And when I'm on the trail, a car comes,

they don't really tend to behave.

They kind of, I've got the right away, I'm a pedestrian.

And I have lights and reflectors on and typically my iPhone on a selfie stick that I use as a flashlight

and for podcasts and music. So very visible, very, very visible. And it's annoying. So from my

perspective, they're not paying attention. It's obvious. I'm a pedestrian. You yield. I shouldn't

have to like stop or wave, right? We're on the same page. Now, over the weekend,

I took that road as a driver. So I was like on the other side of it. And I'm going, I wonder

why this road is so problematic. Because it's not just me. There's been

several cyclists that have been hit. It's been a big uproar in town about this intersection and

what to do about it. So it's not unusual for pedestrians and cyclists to get annoyed with this.

So I'm driving up this road and I'm obviously noticing like, man, there's a lot of reflectors,

a lot of signs, a lot of lines on the road, like 10 times more than your normal road.

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