The Art of Connecting
Episode 21| Rob Torsell: Creating Personal Connections In the Medical Device Sales Industry
Welcome back to the Art of Connecting Podcast. This is your host, Hayden Fike back with yet another guest for you guys. We're gonna bring the heat today. We've got Rob Torso on with us, and did I say your last name right?
Rob:Yeah, you did, man. Good job.
Haydynn:would be really upset with myself if I didn't do that right. But yeah, Rob is with us today. And this is gonna actually be kind of another sales conversation podcast. The episode right before yours I had Clint Powell on and he talked a lot about sales as well. I. And his experience as an entrepreneur and selling and starting businesses and stuff like that. But specifically guys, this episode is gonna be for, if you are in a, any sort of W two sales role, 10 99 sales role, you're gonna get a lot out of this episode. So to give you a little bit of a bio about Rob we met through the Action Academy. So we got connected by. Just being in that group, in the mastermind together doing, taking action, doing fun things. So we're actually both gonna be in Costa Rica together, but I will shut up and let you talk. Rob, how are you doing?
Rob:Good man. Well, I know we had to move mountains to get here, so here we are.
Haydynn:Yeah, a little, a little bit of a prequel to this episode. We've been technologically figuring out what's going on for the last 20 minutes.'cause using a new software, and it always just works great. It, it always works great. But we are here so if you don't mind, if you just start and give the guests a little bit of an, an intro of who you are, what you do, and, and what you love.
Rob:yeah man. So You know, obviously we connected through the Action Academy podcast, so I, I have a lot of interests, but my W two job is I'm an executive sales rep for a medical device lab diagnostic company. So for the past six, seven years, well, basically since I left college I've been in sales. I started with a another medical device company, but since then I've been with the same company ever. So I love meeting people, connecting with people, networking and driving others to have success and impacting others. So sales was a great fit for me when I came out of college. And ever since then I've kind of had a lot of SEC success and like I said I, you know, have that executive title so, What that means is that you've gotta multiple years in a row, you've gotta be in the top 30 to 40% of sales. You know, with sales there's lots of highs and lows. So you gotta be in that right mindset mind frame to, to deal with rejection and all sorts of things. Which is something I've built up over time. So that's kind of a little background about me. I live in Nashville, Tennessee Music City. So if anybody out there is. Nashville. Shout out to my Nashville folks.
Haydynn:If you're in Nashville, I feel sorry for you. I just went
Rob:That's right. You don't like that Nashville traffic, do you?
Haydynn:It was like a war zone, man. It was horrible, horrible orex. And one day of being there, it was just ridiculous. But I could complain about that forever. Coming from Chattanooga, it's, it's a, like Chattanooga is my perfect little haven compared to Nashville. But, but a lot of people love it.
Rob:There you go.
Haydynn:So tell me, I want to, I want to kind of have you talk about what you went to college for. And kind of maybe that, that beginning story of your journey going into sales. So there's a little bit of like a, a prerequisite of how life kind of changed for you.
Rob:Yeah, so I went to Penn State University for exercise science. So I actually plan on being a strength and conditioning coach. I actually did a two year internship with Penn State Strength Conditioning Program. And I really enjoyed that, but I kept having people come to me saying, you'd be really good at sales, you'd be really good at sales. And they're like, you can make a lot of money in it. So I'm like, cool, let's, let's go for it. So I kind of transitioned from, you know, that exercise science degree. Starting to look into sales. You know, sales is a broad term, right? I think sales is the basis of everything, whether you're an entrepreneur, whether you're a sales by title, or you're just communicating with people on your job. Sales is everywhere. But I kind of tied my exercise science degree with sales and went and decided on medical device sales because I could apply that degree to, you know, products I was representing. So from there I kind of went on you know, my journey to try to get into my first medical sales role. A lot of people I would, I started networking with recruiters and stuff and a lot of them said like, Hey, you know, you gotta start in B two B sales, you gotta start copier sales. And I was like, man, I really wanna start in medical device and I'm gonna do that until someone kind of believes in me. So, I work to with my cousin, who is a VP of sales and marketing in. So I kind of have that connection right off the bat to help guide me. But I, I use that to build relationships with anyone in everyone really in my general local area. You know, you, you asked me like kind of somebody that really influenced me and my dad really taught me at the beginning. The value of relationships and leveraging relationships. He was a small business owner in the local area, so he knew a lot of people and he connected me with someone that was in the medical field that actually connected me with someone who was a representative already. So I ended up like getting close with him, staying in touch with him, and he actually ended up getting me my first. Opportunity and put me in front of my bo boss, my first boss. And he, he ended up hiring me and believe me, at, at 23. So I was a full territory rep at that point. I, I wasn't an associate. I was running my own territory right off the bat. So
Haydynn:So
squadcaster-749a_2_08-18-2023_141957:that's kind of how I, I got into it.
Haydynn:So for the listeners who are listening right now, that that story, you notice a common theme is connections, right? Like connections and not taking no for an answer. You put those two together and you can do just about anything you want to do. So I mean, like, I kind of look at that and I, I think about some things that I've done as well as far as like opportunities that I wanted but shouldn't have been mine. I just kinda like forced my way and networked my way into I love that you did that.'cause you know, it sounds like technically you never should have been a territory rep. Like you should have had to jump steps to get there. Correct. It's like usually the way that everyone does it.
Rob:Yeah, it's interesting because in my current company now, like I don't hear it as much now'cause I'm, I'm starting to become an old head. But earlier on when I was 23, 24, people were like, Hey, did you start an inside sales with the company? Like you or people said like, oh, you were an an inside sales rep. And I was like, no, I actually started as a, a territory rep. So there's like kind of a misconception that You know, I had started as an associate, but yeah, you go back to the point of like, I think what my dad really showed me again, there was like, he had built these relationships over a long period of time and organically, like it wasn't something that, you know, a lot of people go in and they've got an agenda in place. Like they, they're like, I want to get in and be a medical sales rep. How can you help me? Versus just kind of getting to know somebody. Like I did, I just kind of came to this person that helped me get in front of my first boss and I was like, Hey, I'm looking to learn about the industry. I want to get into it. I'm young, I'm hungry, I'm, you know, I'm gonna take action. And he saw that in me and I just, I wasn't pushing the needle today to try to get something that I wanted. So something I think that I've continued to carry on in my sales career is just my customers too. They see that I truly. Care to understand more about them, who they are as a person before I push a product or anything like that.
Haydynn:That's awesome. So so you, you. 23 years old and you start as a territory. How, how big was your territory that you had?
Rob:It was like three miles or three hours wide, I would say. So it's pretty large. So like, The central Pennsylvania area the whole way out to towards Pittsburgh.
Haydynn:Okay.
Rob:So I was covering a lot of territory traveling. You know, most of my day I was in the car traveling.
Haydynn:So, so tell me a little bit about,'cause the medical device sales and really anywhere in medical sales is that I, I, I learned through college apparently it's a very attractive, a lot of people, especially like my age, are really looking at that career field and like seeing the opportunity. So tell me a little bit about what a, what a day looked like and, and how. In that day, you built connections with your client.
Rob:Yeah, I mean, if you're running your own territory, it depends on what company you join and what. The style your manager is, as far as how he handles his representatives, but in a lot of the cases, you know, you have total I guess, ambiguity to kind of figure out how you wanna structure your day, right? So you have the total power to understand your territory. Who's gonna give you the most opportunities? Who's kind of like kicking the can, not, you know, kind of telling you what you want to hear, but isn't actually gonna. No buy from you. So you kind of gotta figure out like, you know, 80% of your sales typically come from 20% of your cost. So, you know, weeding and figuring out when you're in a new territory, it's really important to figure out who those 20%, they're gonna drive most of your success. And the other thing too is like, you know, I wasn't afraid to kind of go after those bigger customers. Like the bigger customers, it might take just a little bit longer to gain traction with them, but once you get to a good place with them, they can really produce. So, I'd spent a lot of my Mondays planning, like planning out things I just talked about, you know, who really are the biggest movers in the territory. And the rest was cold calls. Some of them were kind of warm leads. You know, people already using the product. Some were, you know, trying to cultivate new business. So kind of that Tuesday through Thursday, I, I had a concrete plan, we call it routing, like, you know, territory routing where you, go to specific geographic locations and are very strategic about who you hit. And over time you figure out who the true, true movers are, but, A lot of that, like building the relationships and stuff is really coming down to, you'd walk in and the first people you'd meet are the biggest keys to your success. You call them the gatekeepers, right? You got Sandy at the front desk or something and she's, you know, really gonna be the person that either lets you back or they don't. So oftentimes I'd stop and just get to know her as a person. Like, who are you? Do you have a family? Do you have kids? What? What do you like to do on the weekend? You know, here, here's what I'm trying to do, here's how I'm trying to help you at your clinic. And that really went a long way, way rather than walking in and saying, Hey, I'm so and so. I represent X product. Can I speak with X to talk about it? Like, that's not very personable. So you really gotta you know, take those personal interests, personal interests and relationships the whole way throughout who you're talking to./ Right. Like, or showing that you care about the staff. Because oftentimes those people at the front desk, those gatekeepers, they're overlooked. But I think that truly comes back to like building relationships in general. And what I spoke to before is that, you know, if you come in with an agenda, it's pretty clear that you have an agenda. You know, especially if somebody who's of very high importance, they're used to seeing that. Like for me, the doctors that I work with, they know that I'm trying to push a product. And they're used to seeing that'cause they're the person of interest, they're the person that's making decision. Same thing. When you go to somebody, if you're networking to try to build your entrepreneurial or you're, you're know, you're an entrepreneur, you're trying to build a business or something, and you come to somebody and say, Hey, I need help marketing help me. Versus getting to know the person, understanding who they are and truly having an interest in them. That's just the stage relaxes the person and it's like, oh, this person's actually real. They're personable and they have an interest in who I am.
Haydynn:I love to think about too, how, how important the gatekeepers are and you never really know who the gatekeeper is. You know, Tammy for using this example might be the, you know, the doctor's wife or something like that. And it's a small practice that she works at front desk. So, you may think that that's just someone at the front desk. It's just someone making$12 an hour, but you want to treat everyone with that. Love and respect and you know, treat everyone as if they know exactly what they're talking about, even if they don't, because you never know if they do.
Rob:Yeah, you're absolutely right. I actually had a situation where I had, I was speaking with someone at the front desk one time, and they ended up getting me key contacts to a health system accountant and like the, because she, she had been a practice administrator at a different clinic a couple years before that, a couple years prior. So I was just kind of, we call it the linger, the lingering tactic in sales where you just kind of hang around and, you know, just exist in the office. But like you said, like you never know who's gonna be that door for you. I really actually treat relationships like everybody is valuable. You said, because whether it's just, you know, you're talking. Of an interest of a particular hobby together, and it's just something that I enjoy talking with that person about, or they come back around years later and people are connected somehow. You never wanna close a door or burn a bridge.
Haydynn:Yeah. Yeah, that's a great point. About you. You really wanna be careful about how you treat people and, and, I, I've been guilty of this. I mean, like, you never know if that fast food worker behind the counter, you know, or the person, the, the secretary that checks you in. You just, you never know people's situation too. And it goes back to just being a good human. Also like to, to treat everyone as if they are a king or queen. And if you do that, you don't have to worry about treating somebody bad and, and having an issue out of it.
Rob:Yeah, absolutely. I mean, man, I can't tell you how many times like You know, staff have, like, I, I couldn't get to the person I really needed to get to, to move this ale or whatever. And the people that were at the front or, you know, some other individual pushed to get me up there with that and get me in front of the key stakeholder. Because they just said like, Hey, this guy's like a nice guy. Like, just, can you just give him a few minutes?
Haydynn:You get them to fight for you by being, you know, being a good person,
Rob:Yeah. I mean, it's a, it's it's just like a, it's just such a overlooked quality, I think, or not, not overlooked quality, but just people operate throughout their day and it's, it's, some, you, you just don't recognize it sometimes, but when you consciously, you know, are aware that like, hey, like I really need to slow down and take interbody. It really does. It is a game changer.
Haydynn:Yeah, I know when I worked at the at the auto shop that I worked at and the car dealership too. If some salesperson came in and was like, Hey, can I speak to the owner? I'd be like, Nope, he's not here right now. He was in his office, but, but he is like, he is like, I'm not here. Okay, listen, I got stuff I've gotta do. I'm not here. Whereas I. You know, if someone came in that I, you know, had a relationship with, like a, a personal connection with, and, and they walked in, you know, and they were like, Hey, you know, is, is the owner in, you know, I really would love just a few minutes and I'd probably be a lot more inclined to, you know, go to bat for that person and say like, Hey, you should, you should talk to this guy. He's legit. So I, I love the aspect of that and thinking about that in the connection aspect of No matter who you're meeting, no matter what you're doing to be creating that positive relationship and you never just, you just never know where it's gonna lead you.
Rob:I think it's a mindset thing too. It's like, all right, like if I come in and say like I have an agenda that I. Gotta get this sale, gotta like, gotta get to that person versus like, Hey, how can I connect with this person? Maybe I notice that they're kind of a little down today. How can I like crack a joke? Or something like that. Like, or maybe like, the easiest way is to make fun of yourself. You know, sometimes just this gotta like, and then people can laugh at that, I don't know. But just ways, just thinking that way sometimes can end up getting you back to, to where you actually wanna go.
Haydynn:What piece of advice would you give to someone? I'll, I'll make it really specific so that this isn't too general, but like, say that someone's going into medical device sales, like, and they're, they're wet behind the ears. They're brand new. You know what would be like the, the. A piece, a piece of advice that you would give somebody? Or it can be sales in general'cause it's all, you know, pretty similar. What would you say the biggest thing is to not miss?
Rob:I would say your listening skills, that's like the biggest piece of advice I can give. I think that you know, you see it, it's easy for everybody to do right? Whenever. Conversations can get uncomfortable. Like you, you know, whenever you're trying to, people can pick up whether you're, you've got the label on your, on your face, you're a salesperson. You gotta break that down. And sometimes it takes time. But when you actively listen to the customer's needs that really opens up the conversation for you to, to have the opportunity to figure out you know, what are the customer's challenges, what are their pain points? And then you're seen as a person of value. Whenever you're able to take those challenges and pain, you provide the solution. And then tying it back to like how it gets uncomfortable sometimes, you know, people don't give you the answers you're looking for. They don't give you much at all. So us sales reps tend to then information and just to overcome the uncomfortability of the conversation. And then what you do there is just, you just kind of lose the customer. So some, sometimes you, you really need to actively listen. Even if you don't get the answers you want, it's better to just say, Hey, I'll come back another time. Try to gather more information rather than information dumping. So, actively listen.
Haydynn:Would you say that silence is important as well? What? What have experiences silence, Matt, Clint. Clint mentioned that in the last episode how uncomfortable silence can be, but how vital and important it is to the sales process. Have you had that experience as well?
Rob:Yeah, well, you really you can really tell your question is impactful whenever the silence does linger,'cause then you're getting that customer. But you have to sit in that silence so that you don't answer for them. So that's what I would say is, is the value of silence, my perspective. Sometimes it does get uncomfortable because, you know, when you, when you kind of call a customer out on maybe their objection or something that people wanna avoid confrontation, most times altogether. But when you're comfortable sitting there and saying, I'm gonna let this person answer, I'm gonna sit in the silence.'cause I'm coming from a person of education, care, and value that I'm gonna bring to them, it's gonna help them. It's easier to sit in silence. I think. I think that it is a mindset thing, right? Like generally salespeople are pe not people pleasing. Some are people pleasing, but we're people. Or we love people, so we don't wanna, sometimes we don't wanna rock the boat. But when we're able to sit in that silence, it really ends up being both the sales rep and the customer.
Haydynn:I think that was a huge knowledge bomb right there. You know, just. It was, I mean, like, say I, I'm gonna have to run it back to like re-listen to what he said. I mean, so if you're listening to this, run it back and re-listen to that. But, you know, you said if you don't sit in the silence, you're, you're trying to answer the customer's. What'd you say? If, if you're, if you don't sit in the silence, you're, you're making an answer
Rob:You're basically trying to an yeah, you're, you're making assumptions, like we all have assumptions about a customer or a person. That we think are true, but if we fill the gap with our answer, it may not be the true objection that someone has or, or anything like that. So we have to just sit in that silence, be comfortable with it, and let that person answer that We can then fill the gap. We all, we often think ahead, we're, we're not even listening, right? We're, we're kind of letting the person answer and then we're thinking about our agenda. We're fitting it in to the gap. Just be in the present moment. Listen to what they have to say and then respond.
Haydynn:Yeah. Yeah. I, I think that, that, that was very incredibly well put that and I also really liked what you said too about silence is actually a good thing. If you, if you asked a good question, there will, there will be silence that follows because it's making someone think. It's not just mindless talk. You're actually having a, a good interaction with people if there is silence. I think that I, I've never thought of it that way, so I, I think that that's a really, really cool point that you made there.
Rob:Yeah, absolutely. And the, the way you frame the question also helps to get acknowledge that, Hey, I'm here to help you. Help me understand why you feel this way, or you think you know, the way you word questions, like I just said, and the way you close somebody the tone, the tonality you use, all of that influences how the, the person on the, on the other end takes the question. So if you say, you know, why do you view it that way? That's very direct and kind of stern versus saying, you know, Hey, help me understand why, you know, you've told me in the past, you think this way. Tell, tell me more about why you think that way. I'm, I'm not sure we agree. We agree on that. So the way, the way you word it is also key to how someone takes it.
Haydynn:So, let's, let's take this in a, a little bit of a different direction. I want to talk about maybe some, some times that you had some incidents, sometimes that things didn't go right and maybe if there's a situation you can think of and what you may have learned from that.
Rob:Yeah, that's a, a really good question. I think. There's been, you know, I've been tasked in my career with being put on a lot of challenging accounts that you know, many others have, have not had a lot of success with either. And like my approach that I've talked about so far on our conversation has really benefited me. And sometimes I do fall in that trap of, you know, Coming in and saying, Hey, I'm so-and-so. I'd love to speak with so-and-so about, you know, my product or whatever. But I had a situation where I went, I was actually working in California at the time and I was calling on this particular health system and I was having a lot of trouble getting in to this one particular account. And I was getting stonewalled, stonewalled, and
Haydynn:So I stepped out to the car and I called a mentor of mine and I said, I can't get in this place. I've tried multiple times and you know, I was on this account. I had no other option. I no other customers calling I, it was this or nothing. And she said to me, she said, go back in there, tell them that. You apologize the way that you framed it and say you really need to speak with someone. We really believe that the opportunity that you have will, will impact a lot of, you know, folks in the health system and, and really need to show the benefits of your product. So I went back in there and sure enough, we, I got back. And I think it's a, I think the lesson, you know, you kind of take away from that is. You make so many sales calls the key to, to sales is really being passionate about what, what you're represent. So sometimes even on a day-to-day basis, you get lost. You, you might have low energy, but you've gotta find a way to muster up that passion and that's what translates to the customer. So that, that was kind of my biggest takeaway on that, is she really helped me. Know, I could have just kind of left and figured that out on my own, but I leveraged her experience a different perspective to really help me navigate getting back. So passion of what you're doing and what you're representing. And I feel like also sometimes just taking a break, sometimes taking a breather and consulting with someone else. Saying like, all right, I, you know, I, I can't do it myself.'cause I, you know, you, you, you can try to do stuff yourself the whole time and you get burnt out and you know, you need people to lean on, especially when you're in such a challenging career field. I feel like, what, what do you say?
Rob:Yeah, I mean, you definitely need, everybody needs support. I, I use like my own techniques as well as support from others, but you know, in particular, I use like the five minute rule where like give yourself the opportunity to be frustrated for five minutes and then you're moving on, like you're moving on to the next thing because. You can't actually get where you want to go if you're dwelling in the negative. You have to, you have to figure out what you do want, focus on that in order to get the outcome you want sit in that you're not gonna perform as well, you're not gonna be able to.
Haydynn:Yeah. I completely agree. Some, sometimes you just need to step away and give yourself that time to be frustrated and then go right on back into it. Very cool, man. So I want to talk about,
Rob:gas station and grab, go down to the local gas station, grab yourself a soda or something back on the horse.
Haydynn:that's right. So I wanna talk a little bit about your, your newest venture that you have now with your coaching. So tell me a little bit about what you're doing there and your inspiration behind that and, and what your goal is with, with the coaching that you're doing now.
Rob:So really happy to be kind of talking about that next phase here. So actually a couple years ago really hit like a period where I was just kinda like in this funk, right? Like I just, you know, really enjoying my job, like, was doing very well. But there was just some things that on the day to day, like you're in, You're in your car as a sales rep and you're just, it's just you and yourself. You know, you got your podcast, but you know, dealing with rejection can be hard at times and hearing lots of nos. And I was just feeling like you know, my mindset wasn't in the right place and I actually got to, you know, pretty, pretty tough point, I guess. And you know, kinda assessing a lot of things in my life time. So I wasn't really sure where I wanted to go and I guess I kind of felt like stuck a bit. So I actually ended up hiring a couple coaches life coaches, mindset coaches, and I really dealt dove into a lot of personal development myself. I was never a guy who read books. last year, two years ago, I read 15 books. The you know, 1 20, 22, I read another 15 books. Like I really just dove into mindset and really changing the way I looked at life in general, I think. And that really helped me continue to get better in sales. I actually ended up being number one on my team for successive. Quarters in a row. And then that's also when I got my executive title too. So I really kind of turned a corner with my mindset. And that really gave me the passion to change, change other people's impact on them and helping them maximize their potential and uncover like limiting beliefs and through mindset mainly. So that's kind of where the. Idea for the coaching business started. So I launched the business in the beginning of this year. It's called Peak Momentum Coaching. So we help people maximize, or I do help people maximize their patrol through mindset. So I'm helping sales reps as well as, you know, any corporate worker who wants to maximize their potential in their position in their, in their life or in their business. They have a side business they're looking to, so that's a little bit about that.
Haydynn:So it sounds to me like you realize I cannot do this the same way anymore. I need, I need someone and you know, life coaches was the solution for you. You know, you, you made that connection with them and, and it was pretty effective for you, huh?
Rob:Yeah. I mean, it's. Like sometimes us high achievers, we think we do everything on our own and crop up, up the stool on our own. But having someone there to help you through challenges you know, process and get more clarity on the direction you're headed, that's super key. And coaching has helped accelerate where I am today. Helped me uncover limiting beliefs of my own confidence. So that's really what I love to do is, is help people uncover those limiting beliefs lives.
Haydynn:Yeah, I, I know personally for me I never really struggled with. Per se feeling like I wasn't doing enough. I've always felt like I'm doing too much if anything. But I definitely felt that same thing where I was like, where am I going? Like what direction am I headed towards? That was when I found Action Academy. It just was actually when I was starting this podcast,'cause I was researching networking podcast and. The first thing that popped up was Brian's. So I went and listened to that episode how To Be a Master Networker, was the title or something like that. And then I listened to two, then I listened to four, and I was like, man, I, you know, this is amazing. And then I found out, found out that there was, you know, the, the mastermind in the community. And even though it's not like a coaching program, like we, we get coached, you know, if you're active in it and you have goal setting workshops and stuff like that, and. Man, just being, being in a room with people who are doing things that are bigger than you are really makes you realize like, wow, I can literally do anything that I wanna do. So that's been a huge, impactful portion of my life. And really the reason why you're gonna be episode number 21 and why you're not, you know, why this is still continuing on, is because I have people pushing me to, to do as good as I can.
Rob:Yeah. I think what you're pointing out to there is whenever you're making a transition or of things shift, right, you might. Your social circle changes it. Like, you know, I was going out to the bars a lot. That was kind of my identity. And then like, I'm like, I, I've got a lot of different priorities, is my life's changing, and then you kind of feel like you're out on an island sometimes and having a community around, like, you know, the Action Academy is, is awesome to find like those people that. That you really, you know, identify with.
Haydynn:Yeah, definitely. Awesome. Well, I think this has been a fantastic episode. We're coming up here on our time already. It's crazy how quickly time flies when you're podcasting, but where can people find you? Where can they reach out to you if, if something that you said resonated with them? If they're wanting to get a little bit more info, what's the best way to get in touch?
Rob:Yeah, you can find me on Instagram at Rob Tors. You can also email me rob torso@gmail.com. And I'm happy to give my cell phone number too. Put that in the show notes.
Haydynn:Yeah, absolutely.
Rob:but. But it's 8 1 4 3 6 0 1 7 8 3.
Haydynn:All right. Awesome. Well you guys, if you need any help with anything sales, Not every day that one of my show guests give out their cell phone number. So hopefully your phone didn't ring off the hook. We just hit 800 listens, which for me is, I mean, that's huge. So Rob, thank you so much for coming on the show. Thank you for bringing the value that you did. Guys, if you are in a sales role especially, and, and you need help with something, I don't, I don't know many better people to reach out to than robbed, especially if you're in the medical portion of things, because he's just a wealth of knowledge. He's been doing it for quite a bit now.'cause he started young. So, take advantage of that guys. Thank you so much for coming on, Rob. And we'll, I'm sure we'll see, we'll see each other in Costa Rica. So I'll see you in a few months.
Rob:Yeah, man. Looking forward to it. Keep doing what you're doing here.
Haydynn:All right, we'll see you soon.