Hey everybody, today we got a great interview, a great guest on the show, and one of the

main topics of this interview is emotional regulation, because in sales we need to care,

but we need to care the right amount at the right time, and this is a great example of

how selling is so much judgment. I don't mean judging others, I mean judging how we do it,

when we do it, to what extent do we do it? And I get it, I understand how that can be confusing,

but ignoring it does not make it better. You have to be self-aware, you have to be aware of the

client, you have to be aware of your focus, and this is a lot, I get it, but the sooner you become

aware of it, the sooner you become good at managing your emotions, your energy, your competitiveness,

the better you'll be able to regulate it. Now, today's guest has done insanely well, but

clearly, and he self-admits it, that sometimes he cared too much, and he just needed to back off

a little bit, but also just get the intensity of the guest, understand the competitiveness,

understand that journey, and how you can learn from it, and develop this skill as quickly and as

robustly as you can. And before we get into it, and we had a great example of this on office hours,

just yesterday, where the person clearly bought into the approach of start the conversation,

get the meeting, but also became very aware of, you can do certain things a little too much,

or a little too little, it's trying to find that sweet spot, but that's what all

interactions with other human beings is, is trying to find just that right amount to get the

conversation going. And also, make sure you check out those office hours, and I highly recommend

starting with the most current, which is at the bottom of the office hours chapter, and then work

your way up. I think it's much more advanced and relevant, and the case studies are more robust,

and I think you'll get a lot more out of it, taking that approach. And before we get into the

interview, check out our friends over at Scratchpad, whether you need a great way to get stuff

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