Mastering Social Selling with Tim Hughes #superentrepreneurs #shahiddurrani

Welcome to Super Entrepreneurs Podcast. Today we have with us Tim Hughes and thank you everyone for coming today for the show. I love you all. Thank you for all the support. We're going to get into speaking with this gentleman here. He's a next level marketing person, so we got to get really into his information, bring out all the gold so it can serve people out there. Tim, we always like to kind of allow the guests to introduce themselves. It just makes it better. Please go ahead. The stage is yours. Okay, thank you. Yeah, my name is Tim Hughes. A couple of things. So what I'm famous for is I'm famous for writing the book, Social Selling Techniques to Influence Buyers and Changemakers, which has sold over 6,000 copies. I run a company called DLA and we help people transform their sales teams to use social, and that's what I'm famous for. Social selling. Yeah. That's excellent. So is this the primary book? You have other books too, right? Yes. So I also have a second book, which is this one, called Smart Marketing, How to Achieve Competitive Advantage through Blended Sales and Marketing, which is about bringing sales and marketing teams together, which I think certainly through social media and through the pandemic where people have had to sell remotely, it's becoming more relevant. And I've actually just signed a contract for my third book, which I can't talk about, but it will be out in October next year. That's amazing. So you love writing? I do. Actually, yes. Until I wrote my first book, I never saw myself as a creative. And it was only after I'd actually wrote that first book that I actually saw myself as a creative person. And now I do. And I love writing. I love taking the information we have and basically giving it to people and getting people to understand how to do things. And I love coming on podcasts like this, which is a way of sharing the information. Well, it's an honor to have you here, Tim. It's amazing. As soon as you contacted me, I wanted to be on here because I think it's so important that we get out and talk to people and not sit in ivory towers and pretend that we're something that we're not. And it really is usually that shift, right? When entrepreneurs or people in business, they find out that what they do and then they find that they have something special and then that they have that realization that, wait, I need to serve people with this. I need to bring this out to the masses. I need to I need to impact impact. You know, it's that that change that creates this content and books and all this. I agree with you totally. I mean, part of my job as as being an entrepreneur is to get out and talk to people. I mean, how do we get out our message? Well, it's by talking to people. So so absolutely. And I love coming on these things and talking. And the great thing about the great thing about the pandemic was that we now used to doing this sort of stuff. So, you know, two hours ago I was speaking on a panel session in Hong Kong. Which which normally would have taken like, you know, I would have had to fly out there and spend and spend an hour and then fly back again. And now I can sit here in my slippers at home and talk to people across the world. And it's acceptable. Yeah, it's so true. And I love this lifestyle. I love it. The amount of people that you get to meet and and speak to on a daily basis has transformed, you know, the amount of meetings you have in a week. Yeah. So there was there was a day the other week where I was speaking at a conference in Moscow in the morning. And then we've got a US Californian based software company we're transforming and I'm training them in California in the afternoon. And then just the ability. I mean, I know we've had this technology for years, but it's more the acceptance that it's OK that I can sit here in London and talk to people across the world. It's wonderful. And the point I'm trying to make probably is that if there's other entrepreneurs, is that you can get and scale up and run a global company very, very quickly. Very quickly, very quickly. And it's the same situation with my partner, Duane, and I were we have we're launching a startup and we're talking about it the other day that, you know, comparably like back like 50 years ago, a startup and a startup now, you really just need to be online, just need to be in front of people and you can get any kind of message out and to masses. If you're passionate about what you do and if what you're saying, you're really coming from inside, people can tell. People can pick up on, you know, repeat or something that's coming from heart. I often have to stop myself because I'm talking and I often say I'm probably being a bit too passionate. And they say, no, no, no, no. This is the passion. We love it. We love it. Yeah. We really, really love this subject. And I do so. But yeah, that's awesome. And you can. Sorry, go on. Sorry. Go ahead. I was just going to say one of the things that we were covering in the in the panel session was about how to get started, which is just get started. Just get started. Just do it. Like Nike says. Yeah. Who's the picture in the back? This one here. Yeah. The black and white. Yes. Yeah. This is this is this is my partner's father. He was a Spitfire squadron leader during the handsome guy. And yeah, he's so it's like so. But one of the things we forget is that he was in his 20s. He was in his 20s when he was going up into the sky, knowing full well that he probably wouldn't come back again. Yeah. But then he became a pilot for the he was a pilot for the rest of his life. So but yeah, that's Dennis. Well, very good. And then what? Oh, yeah. Yeah, I can tell. That's awesome. That's so I love like history, right? Like people and buildings and stuff like that. It just fascinates me. So that's why when I saw black and white picture, I had to ask what inspired what happened that moment that you decided to write your first book? Like what was it like? You were already in business then, right? Like what triggered? Okay, let me I was I was actually I was actually working for a big US corporate. And I got bored of what I was doing. And I didn't really I knew I didn't want to I didn't want to carry on doing what I was doing. But I didn't know what I wanted to do. And they very kindly paid for me to go on a blogging course. My manager said just expensive, just pay for it. And the person and the blogging course said you need to you got to be famous. But if you're going to be on social media, you need to be famous for something. So this is not famous as in Kim Kardashian, but it's it's about a known, you know, it's I always come on say I'm the social selling guy, because that's what I'm known for. I'm just and what you got to be fit, you know, you've got to be famous for something. So I'm sitting there thinking, I don't know what and then I went, I'm gonna be famous with social selling at that point. Just everything just seemed to fall into place. It was just one of those, like, you know, lightning. And from then on, that's what I've done. And, and we I had the opportunity to leave the organization and start my own business with my business partner, Adam Bray. That was six years ago. And this is this is what we do. It's amazing. And were you as corporate? Well, I'm sorry. And it's better fun than sitting in the corporate world. Yeah. I used to be in corporate. I didn't like it. So I agree. For entrepreneurship. So it happened around that time, then after that, that's when you started continuing on into business. Yeah, yeah. So, so I realized I wanted to do something about social selling, but I wasn't quite sure. Anyway, Adam and I would, he worked for the same company, we would sort of like talk and say, look, there's a there's a there's a gap in the marketplace. People aren't taking social media seriously that they treat it tactically, not strategically. And that's where we got the embryo idea of what we wanted to do. And it was I was in the corporate role when I actually got approached about writing the first book social selling. And it, it, it just became obvious that I needed to break away from it and start my own company. And because the momentum was so much that, yeah, that I just, you just needed to, you just needed to do it. And, and I talked to a lot of people and everybody says, we should have done it five years before everyone, everyone always says, and I'm probably the same, I should have done it. You know, I enjoyed the salary coming in every month and stuff like that. And even though I was frustrated, and I should have left and done it before. Yeah, because as a human being, I always say this, that we have so much potential. I don't, I just don't like seeing people wasted in nine to five, I just, I might upset people, whatever, but it's just, I don't like to see it. And even the working, the design of employee was, it's a recent, right, like early 1900s. You know, everybody was in trade, like trade is like, that creates economies and builds countries and, you know, everything, right. So what you do is, is, is amazing. And that's the purpose of this podcast is to bring more and more people bring up out and bring that awareness that, you know, you can do it, Tim, someone else can do it. Well, if I can do it, anybody can do it. So yeah. And I think, you know, if you do what you're, I mean, Adam and I laugh because what we do, what we do doesn't feel like work, we do what we're passionate about. So in effect, our job is our hobby. So it doesn't ever feel like work, you know, we've, we've, you know, we've been to all kinds of places. And, you know, we, we work with lots of, I won't say difficult customers, but we, what we do is that we, we're taking people through a transformation where they're going from one thing to doing something else. But the, the moment I've been in so many situations where people have come to me and hugged me and they said, you've changed my life. Amazing, amazing feeling. And it's like, and I write on my LinkedIn profile that, that basically, I was crying in a session, I was crying in a session the other day. And I'm sort of like, and I said to Adam, I said, don't play that. I said, if you play, play, play the recording, but you see me well up and I went red in the face. And I started, because these people were just suddenly realizing about the change that they can go through by and the change that they need to do by being on social rather than doing what they did in the past. And that is just what such a wonderful feeling. And I say this to I'm sharing this not because I'm, I'm boasting, I'm just sharing this, because I want other people to feel the passion to say, you will have a skill or something that you were really, really good at and other people will be so amazed and pleased that you share it with them. And don't sit there in that, in that job, taking the money, take the hit. And because the pleasure of sharing your passion, your skill with people will outweigh anything that you can, any super fast car on the, on the drive or anything like that. It's, it's, it's, it's, it's your, we all have, it's two days that there's two days in the life, which are really important. The day we're born and the day we, when we realize why we were born. And that is the, is the, is the thing that you need to understand that you need to understand why you were put on this earth. We have a very short life, use it and share your passion. Yeah. And that's a good point because it, I also agree with you because I find that anybody that's on this planet was, is here for a reason. And I find that frustration that comes into people's lives because they're not living their purpose. Because if you think about it, like it took us a hundred, a hundred million eggs swimming upstream before we were created like a hundred million times, imagine like we're going and then died. The next one, like we, after a hundred million times, we were born. There's a reason we're here, you know, and to find that purpose and go after it. It's amazing. And I love hearing this kind of stories, but I just want to ask you another question. Tim is the, can I call you Tim? Yeah, Tim. I thought it was Timothy. Sorry. Yeah. Was there a mindset shift ever in your life? Meaning, because the way you're speaking is that there's, this seems like there was some inner work that was done or are you naturally have that mindset for business? Like anything on mindset side of things? I don't, I don't know what my, my background is in sales. I've always been in sales. So I've always been very commercial. So it's, it's kind of natural for me to go out and I'm an introvert. So it's not natural for me to talk to people, but natural for me to, to in effect, do what is done in sales. And I've been doing, been doing it a lot, a long time. It, I knew that what I was doing in the commercial world was stifling me. And, and I remember sitting once in a, in a, in a canteen and just sitting there and thinking, this is just this, I just don't want to do this anymore. And, and, and, and then it was, well, what do I do? And there was a number of situations where I kind of went and bumped into things. Well, do you want, should I do this? And, you know, I was looking at other people and go, well, there were certain people who were out there doing sort of like, is it, is it because I was working in the tech world, do I need to do something in tech or is it? And I think that was important to actually go through the process of saying, no, it's not that it's not that it's not that. And certainly what I always say to people is, the experiment and make mistakes. And, and the great thing about the mistakes is what you need to do is you laugh about them because what you're trying to do is actually try and find what it is that you want to do. And it, it might not come to you as a lightning bolt because you know, it, what, what may happen is that you do need to actually do something. No, no, no, that's not right. What that's not what I want to do. And that, and that experimentation and actually having the guts to say, no, that's wrong. I'm not going to do that. It's got to be something else. And I think it's so important that we have that you, whatever you do also, you need to experiment. We have a, we're very clear in the culture within our organization that we experiment and people will go, I did this and it didn't work. And we go, brilliant. That's amazing. Good. Amazing. Yeah. And you got to give this trial and error. Yeah, no, it's excellent. Excellent. And because with those kinds of failures, you get so much knowledge in the, in the big picture of things that you can create something or try something that turns out to be unique because of those, those trial and errors that you went through. Right. Yeah. It's failure is a training course, you know, it's a, you learn about those things and you get, I tried this and it didn't work. You know, I remember I was applying to a particular company. Um, and looking back on it, it would have been a massive mistake because I thought this was, there was a particular path that I was going to go on. And, and, and I, and I, and I did, I connected with people to make sure that they were basically sponsoring me to go to this particular company and, and it would have been a massive mistake. Um, and I'm glad it didn't work out. And sometimes when things don't work out, you go, ah, it was never meant to be. Never meant to be. Everything happens for a reason. So that's great. Yeah. And can you give us some juicy stuff now? So what do you think the top three or some kind of, some kind of information for 2022 in regards to social selling that could help people? Okay. Um, there's three things you need to know about social selling. Uh, the first is about your profile and what you're like on social. The second thing is your network. And the third thing is content. So the first thing, let's, let's go through those. The first thing is about when you're on social, your profile is in effect, your shop window to the world. It's, it's, uh, um, and you know, if you think about someone walking down the road and they're looking at different shop windows, remember that there are millions and millions of people on social media. So your, the person is literally walking past your shop window. What you need to do is you need to get the person to be curious about what you, who you are, because first and foremost, you're selling yourself. So what you need to do is, um, you need to create that profile, not as a CV, um, not as a, um, um, this is what I want to sell you because people don't like being sold to, this is about creating something, a profile that people will go. That's intriguing. That's interesting. I'm actually going to open the door of the shop and walk in. So for example, if you look at my, um, my summary title on my LinkedIn profile, it doesn't say CEO co-founder or anything like that. It says should have played Quidditch for England. And, and, and the reason why it does that is it, it, it's the most, that summary title is most visible thing about you on the internet. If you Google yourself, what you'll see is Google, Google will usually bring up your LinkedIn profile and it will show your picture, your name, and that title. It's the most visible thing about you on the internet. And what you want the person to do is go, that's interesting. I've not seen, should have played Quidditch for England. What does that mean? They're now on my profile. If they're on my profile, LinkedIn will tell the, tell me that the person's looked at my profile. I've then got an opportunity to go and have a conversation with that person. So I've changed, I've moved, I've moved the situation from here we are as a static profile that nobody cares about. And what I've done is I've moved that into an ability to have a conversation with somebody. The second thing you need is a, is a network, which is a, is about connecting to all the people that you want to, you want to sell to, you want to influence and as, or influences within your marketplace. You don't, what you don't do is write to them and say, I want to sell you something. Cause the moment that happens, everybody goes, I don't want to touch you. What you do is you'll use, you use it as an opportunity to strike up a conversation with people. So just like we're having now, you know, as you said, two friends get together, we're having a conversation and it's just, just this, just like you were in a networking event and you go to somebody, you would talk to them. It's not buy my product because it's great. You have a conversation and the conversation conversation will go, you know, go two ways. It could go one, you know, the person won't, isn't interested or go, it could get, go to a call. I was having a call yesterday and they said to me, so does this social selling stuff work? I said, so how did we get here? They went, yeah, we had a conversation on social and now we're on. I said, yeah. And now I'm pitching what I do. And I said, oh yeah, it does, does work, doesn't it? The third thing that you need is content. And the reason why you need content is buyers are looking for help. They're looking for advice. They're looking for insight. We're looking to be entertained, entertained. We're not looking for brochures or brochure ware or anything like that that says buy my product because it's great. Because every company says that we're looking to be entertained. We're looking for insight. And what your job is to do is to provide that insight. So for example, think about the three business issues that your ideal customer is facing and write about them. So if you come to anybody, please come to my LinkedIn profile, it's Timothy Hughes. And what you'll see is that we don't talk about our products and services. What we do is that we share information about, so today I shared information about how you can use social media to find the best people and to retain the best people. So this is me, I guess you could call this serving people, but this is me helping people and saying, you can use social media to do these things. And this is why that's a really good idea. There's nothing about my company or whatever. And you'll see that I come on these things because this is about, this is content. This is content where people will tune in and I will get people watching this and they'll come to me and say, Tim, I really loved what you were saying. And if you do love what I say, then please come and see me. And if you don't, then don't. And people love what you're saying, and I'd like to be in touch with you, which is great. And do you have specific pillars of content that you can share here? Like, do you follow a specific pillar, like, you know, step one, step two, step three, step four, when you create content? I don't, I'm actually not very sophisticated. I just share content. What we tend to do, we advise our clients is that you mix the content up. So there will be a written piece one day, maybe a video the next day. Maybe, you know, and what we find is that if you're sharing stuff about the company, you won't get much engagement. If you're sharing stuff about yourself, what you'll find is that you'll get more engagement. Why is that important? Whenever there's engagement, what you're doing is that you're showing that you have something in common with the person. So for example, you go to a meeting and you see a picture in up on there and you go, so who's that? So, well, it's Dennis, isn't it? And what we've always done in sales is we've tried to create that, we try and create that commonality. You know, I came on here and said, I love your fountain, because I do, I think it's brilliant. But what we're doing is that we're using what we can see around them to build conversation and build trust with that person. And that's what we're doing with content. So what you'll find is that people think, I need to be professional, I need to sell, share brochures. You don't. You need to share with your audience something about yourself, something that's interesting. Yeah. And people see it because in the video, for example, when you're making a video, the falls, for example, and the wings, those are like two things that always kind of come up. So that kind of gives you the indication that people want to do business with people. You know, they want to just, they want to connect heart to heart. So, hey, what's that falls about? What does that mean? What are the wings about? You know, they want to get to know you. So this started up conversations and, you know, this, the wings, the wings of freedom, you know, so it's, you need to have those things. And I completely agree to have, to create such an environment that you have more and more connection to people, which is so powerful. What is your go-to strategy though? What is that one strategy that you say, you know, this is what I always do to grow my business. So what we do is we just repeat what, what, what I've been saying, which is you tend to, you tend to do your profile once. And then what we do is that we just every week we connect to people. So it hasn't been, it's been until this point, say LinkedIn, LinkedIn is my main social media platform, then Twitter, then Instagram. And all we do, what we do all the time is that we grow our networks. We make our networks as wide and as varied as we can get them. And every week I connect to people and that enables me to have conversations. Every week I create content like this. Every week I appear on panel sessions. Again, this enables me to grow my network and to have conversations with people. And every day I post content, I create content every day. We post content, all of the team post content every single day. It will, as I said, it will be varied. It won't be the same thing, but we know that if we don't post content, we are invisible to our clients. So we do it every day. But I mean, I just had something, I just had something, which is one of the things where you can get some magic where I appeared on a panel earlier today in Hong Kong, as I said. Sorry. And somebody saw that. Somebody then found a podcast that I'd done with Neil Shafer about influence and marketing. She, who I'm not connected to because I'm a third connection on LinkedIn, then posted that and said, this is an awesome interview with Tim Hughes. You really need to listen to that. And it's one of those things where I don't even know who you, I don't even know you are. You're not even in my network. And he basically said, you need, I found this about Tim Hughes. You need to listen to this. And this is a thing about, this is a thing that people often miss about content. Content isn't just about what we're going to do is that we're going to sell something. Content is about creating something that what we're doing today, where I'm giving you expertise. People will look at this and then go, do you know, I think that's really important. I'm going to share it out. And what happens is that one of the beauties about social networks is that you've got the ability for other people to share your influence through their networks. So rather than, so I come here, I'm here because you're going to share this on, share this podcast through your network. So I'm going to go through your network. You're invited me because you, and then I'm going to share it through my network. So you go through my network. Yeah. So I know that, you know, that's, that's the game that's played, but also what you're able to do is that you're the great thing about social is this ability to share this influence through lots of different networks that you would never, ever get to. So it's not just about, we talk about not just selling to your network, but through your network's network. It is. It truly is. And, you know, this initially when I started this podcast, it was more about finding, you know, understanding the, the 3%, right? Like how they operate, what they're doing, you know, how they do things and business, all that kind of stuff to consumer information. And it started evolving and saying, Hey, you know what? I, these people can share on their network. And I started, people started sharing on their network, you know, it started like, then I realized the picture was painted in front of me exactly, you know, what I'm doing, but it wasn't really kind of a starting point. It didn't start that way, evolved. But I think, yeah. And I think that's one of the things that, you know, I was talking about earlier on, which is that, you know, you know, nobody, when you do some start it as an entrepreneur, you don't necessarily know where it's going to go. Yeah. So share something with you. So it wasn't until we were, we'd been running the company for years, that we actually were a business plan. And the reason for that was that we actually didn't know, everyone says, Oh, you need the North Star. Well, actually, we're not quite sure where this is going. We have a very clear vision about what we want to do, we're going to change the world. But apart from that, we're not quite sure how we're going to get there. And what would happen is, I think, because of social, things turn up. So for example, in 2017, a guy called Thomas Ross basically contacted us and said, I think what you're doing in social is really interesting. Can we resell your programs? And Adam and I like looked at each other went, I never thought about that. Yeah, that sounds like a really great idea. So he and I thought we were going to take like the summer off, we ended up the summer with an IP lawyer and building the program so other people could actually take them on and resell them. And we now have an active reseller program. And that's one of those things where just something turns up. We thought about that. And so even though people say you need to have a plan, yeah, you kind of need to have a plan. And you kind of need to have that very clear vision. But if you're active on social media, you just don't know what's going to turn up and what's going to happen. And that Thomas came to me, he'd seen me on a podcast in April 2017. He didn't come to me until July 2017. He signed as a reseller in October 2017. And you just don't know what's going to happen. No, you don't. And then can you elaborate on this reseller program? If somebody's listening and they're in business, they say, oh, I want to share Tim's information. This is now part of our go-to-market strategy. What we do is that we empower organizations around the world, so usually marketing agencies or sales training companies, or even individuals, to, in effect, to sell and deliver what we have created, which is a program based around social media, social strategy, and transforming organizations. So we have somebody in Peru. We have multiple people in the States. We have people in Europe. You train them. And we train them. We train them, and they give us a royalty. So they actually keep most of the money themselves. So even their motivation behind it is that they sell. They make money and they make a living, and we get a royalty. Now, the great thing for us is that, we're selling stuff, or people are selling stuff for us while we're sleeping, and we're not having to take the cost of that business and the risk of them selling on. If they sell, we get something. If they don't sell, we- Yeah, it's good. It's fair. But for some organizations, I've talked to a lot of people about it, and having that license go to market, it, for some organizations, works well. Other people want to keep, well, we're kind of in control, but we're also not in control. But it's a great way that we've found to actually scale and scale up very, very- Oh, it's great. And scale up globally very, very quickly. Can you send me an email with this information, please? I might be interested for myself. Yeah, yeah, sure. Absolutely. Thank you. Yeah. Always trying to look for ways to make things better. Yeah, yeah. And the thing is, is that what we do is that we offer full, the key thing is that we offer full training. And we're constant, because social media is changing all the time, we actually have training sessions every Monday, every week, we basically run a training session. And it will either be Adam or I will be training stuff, or what happens, we get together and have a chat. So we just had a new person, a new salesperson join Brent and me in one of our marketing agencies in the States. And we just went through with her and said, these are the top five things that you need to do to be a success. And I got one of my other resellers to say, look, Eric, you started 12 months ago, you're now our most successful reseller. If you have that time again, what would you do? Tell Brent and me what you would do. And that was just, it's so powerful to not just have to say, this is, you know, I can say and say, this is what you need to do. But having another reseller on there actually saying, Brent and me, this is the five thing, you know, every day you need to do this. It's so powerful. And having that worldwide network now of people that are sharing expertise is, I mean, I just, it's just a wonderful thing to watch. No, it's excellent. It sounds great. Another question I wanted to ask you about creating superfans, because, you know, we all love superfans, right? And the relationship you have with superfans, could you give us your top idea when creating content or social selling or whatever we're doing in business to create more superfans? Yeah, it's a really good question. I've not ever been asked that one before. No problem. It's very common on the show. Is it? Okay, right. I mean, we see that we actually see it's a fundamental part of business that we see that there's kind of three types of people that you'll come across. So there's people that you can sell to. There's people that you may not sell to, but they may refer you. And that's important that you understand that not everybody is going to bang your head against the brick wall of people and everyone's going to buy from you. They're not. So there's people that can sell to you. There's other people that will go, no, what you're doing sounds really interesting. My brother-in-law is actually doing something like this at the moment. I'll refer you. The third thing is what you're calling superfans. We would say it's about people that are willing to amplify you. And they will amplify you because first and foremost, you've got to remember that they are, for this person to have shared my stuff on LinkedIn, she's putting it out there and staking her reputation that what I'm doing is good. So first and foremost, you have to be nice to everybody. Yes. Don't be rude to people. Remember, you seem like you've had a good day. I know exactly what you're talking about. Your parents would have told you to say please and thank you. When people say, the moment this finishes, I will write to you and I will thank you for coming on my podcast, for coming on your podcast. And that is so important that your pleases and thank yous so much. And also, you've got to share with people what you know. So Adam and I have basically, if you took all the thousands of blogs that we've ever written, you could sit there and you could build your own company like ours. We've shared every single piece of knowledge that we have. You know, quite often people say, well, you need to share 80% and charge with the 20%. We've shared everything. And because we've done that, I think that people respect it. Now, I don't believe people will want to spend the time putting it all together. But the thing is, is that if you want super fans, you need to be authentic. You need to share insights. I'm not saying value, because I don't like the term. You need to share insight. You need to have and come up with ideas yourself. And what you'll find is that all of a sudden these people will crawl up, will just appear. And I've got a whole bunch of people that I know that like my stuff. I don't know why they like my stuff, but they do. I've not created them. But the other thing to remember is that this isn't actually about you. It's not actually about me. It's about them. And building a community is so important. There's a saying that I often talk about, it's community before commerce. That community of those people and that community of those super fans is more important than you. And you're just serving those people. Sorry. Yeah. Community is so important. That's why we have a Facebook community as Super Mindset and Sales Mastery, where we just bring people in. And I love this term, by the way, insight. I always say value, but insight is actually for sharing your insight. The thing about the term value is that nobody, if we did a competition and we got all of your viewers to write down what they thought value meant, they'll all be different. Yeah. Yeah, you're right. So if I say, you here is something different than what I, so which is why I don't use, it's about insight. It's about telling me something I don't know. Yeah. Yeah. Insight. Value could be taken a lot of different ways. It's too broad. It is quite often when you say, I've had salespeople cold call me and they say, I'm trying to bring you value. And it's like, you're not bringing me value because you're trying to sell me something I don't need. And therefore, it's not a value to me. I don't value it. And there's a thing about, okay, a plastic bag or a Rolls Royce, what's the most value to you? It depends on the moment too, right? Well, if you're just in the position where you're at a supermarket and you've got loads of, and you've bought loads of groceries, the plastic bag is more value to you than the Rolls Royce. Yeah, exactly. At the moment, right? Yeah. And so it's down to that person to understand and work out what value means. I like it. Which is why I just used the word insight because it's kind of different. What I'm trying to do today is explain to people a whole bunch of concepts. And I want them to walk away today Tim Hughes, I think he's a really good guy. I think he knows his stuff. Yeah. Yeah. No, definitely. I definitely agree. This is great. For when we have guests over on the show, we usually like to ask them what their inner superpower is that got them to this point. So I want to ask the same question to you is that what is that inner something, that inner superpower that you feel that got you to this point, wherever you are in your life? I remember watching that, there's a famous Ted Talk about grit. And I can't remember who did it, but I watched it and I went, that's me. And for me, it's grit. I am horrendous. I have a very, Adam and I have a very clear vision. And we're going to achieve that vision. And every day, it can be really boring, sound really boring and laborious that I create a piece of content every day, but I know that I have to do laborious and boring things every day to achieve what I want to do in the future. And I've created a piece of content every day for at least two years. And I've not stopped. And that's because I know that you've got to do these little steps to achieve what I want to do, what I want to do in the future. And I think that's down to this definition of grit that seems to be going around. As I say, there's a famous Ted Talk, watch it. And if you watch it, that's me, what they describe. Well, that's excellent. And it brought me back to that. That's a great superpower. And a lot of people, they don't realize it, but they have that gold. They have something that sorry, my computer just popped up a screen here. Something they're holding within them, they don't realize that it actually moved them that far in their career. And it's so important to bring that out and bring it on the surface. It's true. I mean, until I watched that Ted Talk about grit, I didn't realize there was something about me that I couldn't describe until I actually watched that. Yeah, that's me. Yeah, I get that. But it made it a lot more clear for you in the future and what you're doing as of today, right? Like when you found that out, that it helps you, you know, so it's incredible. Sometimes having that so you actually understand it, you know, it's having that determination. I see it in my, my partner laughs about my, you know, well, we both, you know, you can see certain things in parents, you know, from your, your partner, and you go, look, that you get that from your mother, or, or you get that, or whatever, you know, my, you know, I get, you know, my mother is, can become very, is very, very determined. She just shut, she can shut down and just focus on something. And as a child, you kind of probably don't really recognize it, because you kind of see every day. And, but yeah, there's something, you know, I'm, I'm, I've got, I know where I'm going. Yeah, no, that's excellent. But that, that what you what you're thinking about your mother, that, that attribute, that quality was impressed in your subconscious mind, like it's part of you, because it was in your environment, you know, like, it's in, it's in, it's in my view. Yeah, so I mean, it becomes you, your environment dictates what you are, right? Or what you create, you know, it's just the product of your environment. So that's excellent that you picked that up. Well, you know what, Tim, Tim has been it's been incredible having you on the show, my friend. Oh, yeah, all the information you shared today and, and just to get to meet you, a good person doing good out there. I love that, you know, and I want to support in every way. You're welcome. I, you know, as I say, I love, you know, as soon as you invited me on, I thought I've got to do this. It looks, you know, looks really exciting. And it's been great. You were great. You're a very good. You're a very good podcast host. Oh, thank you so much. Thank you. I, you have no idea how that feels. You know, what you were saying about earlier about when you do things that person came up to you changed my life. Like, really, it comes down to that more than money, when you get to a certain point, and just that feeling of hearing something like that has so much more weight than then, like money, you get as a tool, you bring it, you say, Oh, okay, great, you know, put it in, right. But this what you just said, will stay with me now, right? Like, stay with me the rest of the day. You said when we before we came before we started pressing the record button for the listeners, you said what I want to do is it's a chat and it and it has been a chat. And, you know, you are very good at asking questions. I know that you've got a number of set things, but, you know, you're very good at taking it. And, and, and I think and it's been a, it's, it's a lovely, it's, you know, it's a lovely environment to sit here and talk to you. And I think that, again, is a is a superpower of you. Thank you so much, Tim. Thank you so much. And it was an honor to have you as well. So grateful that you, you came on the show, right? And we want to stay in touch. It's really important that when you meet people, good people, it's important to stay in touch. And anytime that you need anything, if you're in Canada or anything, let me know. Or if anything that you need any help with or something, just let me know. I'm like, I'm good. I love building relationships, you know, and then I'll make sure to keep an eye out on your profile. I should spend more time on LinkedIn by my VA does. But I should spend more time there as well. I'll try to consume your content as well, and support you in that manner. And let's let's see where this goes. And again, thank you again. And and I hope you have a amazing rest of the week and a prosperous and healthy and wealthy life. Thank you. You're welcome.