Lead Generation Tool Workshop Part 2

Going to build, and I'mgoing to tell you this,I'm going to speak in mymy stern Asian dad voiceright now, all of youthat don't do this.I never want tohear from you againthat we haven'ttold you what to doand you don't have thetools that you need.You're not allowed tosay that ever again,because I'm literally takingit through step by stepand I'm doing it because atthis point, if you don't do it,you have to have a hardconversation with the personin the mirror and say, what up?What up, player?Why aren't I doing this?And that's it.If you complain to me again,you have no sales leadsand you've not done this.I don't want to hear about itbecause this I'm doing justfor you, ok?You have to determine what toolis most appropriate for youand most appropriatefor you is totallyindividual and personal becausethere's a lot of things on herethat you're not goingto want to do that.You don't have the abilityto skill or interest to do,but you do need to decide.And there are other thingsthat are not on this checklist,but this is what Ijust came up with.OK you can produce a video,you can run a webinar,you can make a PDF carousel andyou can post that on LinkedIn.You can post it on slideshare.You can break that up into abunch of images for Instagram.I don't care what you do.That's one way of doing it.You can create a slidedeck, you can talk about it,and you can recordthat as a video.You can do pay per click at.Like Rodrigo had said.You could do that.You can run a Facebook ad withretargeting, whatever it isthat you think you need to do.You got to do a lead magnet.You could do salesoutreach if you wish.You could do coal prospecting.You could just sitthere and figure outwho you need to talk to,what their pain points are,what makes them similar,what makes you unique.And you could just do that.OK, so I have apretty worksheet,and this is it right here.All right, so you guysare going to do thisand you may want tojust capture this.I will try to do this right now.Let's see if it works.I don't know if atall let me do it.Let's see if I canpersist into the comments.After stop share tosee the comments,I think, oh, there it is.Chat let's see ifI can paste it in.There it is.Those are all your questions.Could you guys seethat in the chat?Yeah, I did it right.Woo I didn't accidentallyclose the whole thing.OK all right.We're there.So I want you guys dothat pretty worksheetand then we're goingto make the plan OK.And this is the planyou're going to needa screen capture this to.The reason why we're notgoing to do the plan together,but you're goingto do the plan, soeverybody that's part of thiscall that wants to get here,this is your plan.This is accountability.It's about setting goals.This is from Ziegler's book.It's called no surprise goals.So what is your goal?Create a sales leadgeneration tool,and we need to add alittle bit more to this,but I'm going toleave that to youto fill out, whichis I want to generatea specific number of leads fromthis initiative by this time.That's the end goal.This is just theintermediate goal,which is to finish something soyou have a chance of achievingthe bigger goal.You need to figure this thingout by midnight Tuesday night.The 16th.There we go.OK you're going to sit there,you're going to feel it.Why do you wantto reach this goaland you can write downwhatever it is that you want.You don't have to be convincedthis why you want this?It can be money.It could be a matterof self-confidence.It just could bethe desire and loveto learn whatever it isthat makes sense for you.You need to write that down.And you answer thequestion what obstaclesdo you have to overcome?There are a lot of obstacles.It could be that I only havetwo hours a day on Tuesdaysand Thursday or whatever it is.You write down theobstacles I need to geta new plug-in for illustrator.Whatever it is, you write thatdown, you put it in there.And if you're missinginformation, go on the internetand find it.So the prompt is,what do you needto know to reach your goal?I need to know how to runa Facebook ad campaign.OK, great.So I need to either enroll inthis class or watch this videoor read this article.Whatever it is, youneed to know whodo you need to work withto make this happen?Do you need collaborators?Do you need your, your spouse,your partner, your dog?Anybody you know that youhave an agreement with to say,you know what?I got to get this thing done.Can you watch the kids forfour hours on a friday?For me, I need this.This is important.And whatever dealsyou need to make,if you have a triple p atpeak performance partner,you can say, I need you to holdme accountable by Saturday.If I don't have this done, Iwant you to call me and kick mein the hay.I need you to holdme accountable.So those are the people.They're going to helpyou achieve this.And then what is yourspecific plan to get there?Ok?these this number six, eventhough it looks really skinny,it should be likethat wide or tall.That's your plan.Step by step, writedown what it isyou need to do to be ableto accomplish this goal.Chris, can I ask for somethingthat we do before we log out?Can you go back to the pagewhere the different typesof sales techniques?Yes can we just doa quick dot voteon what the group wouldfind the most popular here?Just like I justwant a good one.You reminded me, thank you.That's why you'rehelping with this.So everybody, youcan use your toolsto annotate this little pencilat the bottom of the screenand you click on that andyou can click on sticker.A stamp, I'm sorry.And you can selectwhatever stampand just put two totwo votes per person.Go ahead and do it.Yes I don't seem to have it.You don't have theannotate function.Yeah, the pencil at the top.Peter, go go view optionthe full screen to do it.I learned today.OK, we're going to give this30 more seconds for peopleto figure out theirtools, put two dotsnext to whatever itis that you want.Honor system and.Well, it's gettingobliterated, so it'slike, I can't even tell.Yeah, I can seewhere it's gettinga bit, which is interesting.This is low key,mind blowing to methat this is the onethat got obliterated.Well, this group isnot homogenous herein terms of the wantingthe exact same thing.I'm not counting here justyet, but it looks to me well,we got a secondcontender coming in hotthat the PDFcarousel is somethingthat you guys want to do.Maybe because you guysare scared because it'sthe easiest thing to do.Probably maybe that'swhat I think it is.I'll go look at thesales outreach we got.We got some heartsoverlapping each other, bro.Can we, um, quickly redefinewhat sales outreach entails?It's whatever you think it is.OK OK, now remember, we hadjust done this exercise togetheras a group, which iswhat has worked on you.So theoretically, you onlywant to do what works on you.The funny, funky, weird thing onTwitter, if you guys follow meon Twitter is this is thatpeople kept arguing with meand they're just arguingout of their mouthstraight into their butt.They're saying, I hate coldcalling, cold calling sucks.I hate those people.But I think cold calling workslike, so what are you saying?You have some other rule.That's not thegolden rule is, whichis to treat people the wayyou want to be treated.I hate people whocall me cold, whotreat me like a generic thing.I'm annoyed by that.I want to block you.I want to permanently block you.I want to report you as a spam.I want to unsubscribeto your everything.So why do that?OK, so Mo,unofficially official.Let me screencap this.So we have it.Here we go.OK it looks to melike a lot of peoplewant to do sales outreach.It looks to mestop checking that.It looks to me like peoplewant to do the PDF carouseland potentiallylead magnet, whichis very similar, actually.So, peter, you asked avery legitimate question.I didn't mean to justshove it to the side there,but whatever you want to dois all that I care about.You just need to identifysomething you want to do.So for some people,sales outreachmight mean literallypicking up the phone,sending a bunch of cold emails.I don't know whateveryou want to do.You do.But we just wantto do one thing.That's the important part,because you can get overwhelmedby trying to do too much.OK, Mo.So I need to clearthis now, right?Clear yes.So I get the PDF thing, Iget the slide deck thing,but for a lot of people,if it's the same situation,if you create PDFSand you slide decksbut you're not drivingtraffic to them,they're not necessarilygoing to work for you.There the to be, oh,you're breaking up the sky.We're going to be this outreach.And what?You got the Skype voice,dude, I couldn't hear you.Again, I'm seeing for mostpeople, the two biggestthings are going to help them.It's going to be the videoor still is our reach.Because if you create a PDFthat no one sees or can find,it's not going todo anything for you.I think the PDF will play apart after you create a videoor you create, youknow, the stillsoutreach because then you'reable to get that to the client.But I think for a lot of people,they focus on creating a PDF,but they have no way toget it out to someone.It's just not going to work.Yeah, OK.Look, how do we go?Excellent point.Excellent excellent point.Here's the thingI'll take anythingat this point with thisgroup, I will take anything.So a step is one more stepin the right directionversus the negative step.So Rodrigo is right.If you make the world's best PDFdeck and you put it out thereand you have no network andyou have no visibility on this,it's probably not goingto do anything for you.And if you're yourcarousel doesn't reallyhelp to establishyour expertise.Speaking of tone andvoice is consistentwith you doesn't explainthe problem clearly enough.It doesn't position you asdifferent, better and unique.Not going to work, but that'swhy we went through this veryexhaustive process ofunderstanding just onecampaign, I could do thisall day night with you.Obviously, I don'twant to, but I could,where I break down every singlething that's worked on youand I could tell youwhy it works on you.But what I'm hoping to do thatwas my initial and real intentwith this entire groupis to supercharge you allto become 300 of themost productive, amazinghuman beings sothat you can sharethis gift with the nextgeneration of people.So this is where I need toteach you to be the teacher.Emily, you wantto say something?Yes, I think Joanne has a goodpoint here that sales outreachmeans engaging with prospectsor past customers whohave gone cold.I mean, it doesn't haveto be cold calling.I think maybe she and other menthat you actually, you know,do something active.Yes, people.So yeah.100 percent.So like, that'swhy I didn't wantto answer Peter's question.Sales outreach couldliterally be calling upclients you haven'ttalked to in six months.Absolutely sales outreachcould be the three clientsyou're working with right now.You're talking aboutthe next job with them.I just need you tofigure out what that isand make a plan foryourself step by step.Call these five clients.Talk about x, y and z.You need to be very specificand you need to do this.And then we're going totalk about it next week.What worked, whatdidn't and possiblyhave a guest either nextweek or the following weekto really hone in onmaybe sales outreach?Now I want to beclear about somethingwith all of you, whichis, I think we fantasizeand we have verygood imaginations.All of us, we fantasize ofthis dissolution existingthat if we justbought this one funnelhacking tool, plug-in platform,all our lives would be easierand we would have more leadsand we know what to do with.We're all searching.I think most of us are searchingfor a super easy shortcut thatrequires no work from us thatif I could just spend moneyto make it go away.I would and thereare such solutions,but they're super,super expensive.They're called hiringan internal salesperson.That's the bottom line.Everything else is a scam.It's a lie that you'retelling yourselfand you're trying tolook for another way out.A lot of people aredeluding themselveslike, I'm going to read a bookon how to be an extroverted,super hyper aggressivesalesperson.You're not that person.We have to be real.There are very fewpeople in this groupthat I would putinto that category,where you can pick up the phoneand follow the grant Cardonetechnique of sellinglike a salesperson.Does it actuallyhave any success?And the reason why I know thiswithout too much prejudiceis that you wouldn't be inthis group talking to me todayabout how to do salesbecause those people don'tneed directions.They just go.They're already made their500 calls this morning.And I jump in on that.Go hiring a sales.So I actually havebeen trying to hiresalespeople for a little while.And one of thethings that you'regoing to find if you if youjust heard that and you're like,oh, I can just go hirea salesperson, whichis what my thoughtswere, is unless youdo this workshop, that'snot going to be valuable.They're going to ask you.They're not going to know,have enough informationto sell for you unless you knowyourself who your customer is,where they are.What's the best languageto reach out to them?All the things thatwe're going to,that you're doingthis in this session,if they will beworth less to go,try to find that silver bulletif you can't put the putthat silver bullet in a gun.Yeah, I won't tellyou something.The best salespeopleare very expensive.You cannot affordthem right now.So you going to get the second,third, fourth, fifth, probablyrealistically, the eighth tiersalesperson you can afford,and they're not goingto do that much for you.I've gone through this entireprocess myself multiple times.The number one thingthat I've learnedis if I do the work, if Iget out of my comfort zone,if I live in the pain,if I dance with fear,I'm a much better salespersonthan any salesperson, maybeeven the best salesperson,because nobodyknows how to talk about what itis that I do in the unique waythat I can.Other than me?And just years ago, ifyou really go back in timeand you watch this videowith Hosseini in 2014,he's like, Chris,how do you sell?Like, I have noidea how to sell.I just call sales reps.And then you look at metoday, different person.And that's a benefit of goingdown this hard path thatis actually really rewarding.And you're goingto find that you'retougher than you think you are.You do not give yourself enoughcredit for who you can become.All right.So stop.I'm going to say thistough Asian dad here.Stop looking forthe easy way out.The easy way is the hard way.The hard way is the easy way.I want you to rememberthat I say one more time.The easy way is the hardway it doesn't work.The hard way is the easy waybecause it's proven to work,but it requires work.All right.Having said that, I stillshare my screen, I believe.Here we go.I just pulled thesestats from yesterday.This was mind blowingfor me for yesterday.OK, I'm coming out of thiswhole black lives matter.Like, I don't knowwhat to post anymore.I'm feeling like I'mlosing touch with reality.So I want to go backinto a familiar patternand put out some content and getthe conversation going again.Put out this carousel, whichyou guys have seen before,in different fragmentson different social mediaabout clients from hell.This post is just skyrocketedin less than 12 hours.I would say less than six hours.You already got 1,000reaction, and this is the statsthat I pulled withmy free account.Look at this list here.OK, I know this list is biasedbecause they show you this listto make you buy thepremium version.For sure.I understand it's amarketing technique.Technique hasn't worked on me sofar, but I'm sharing with you.Look at who is looking atthis Amazon, Microsoft, Nike.I notice I skippedupwork a censure.Look at the the 4,205people with the titlecreative designer in this.1600 of them are founders.This one post could be,for you guys, a gold mine,because all those things havenow just become warm leads.If you have thepremium account, youcan message each and everyone of the founders and say,I noticed that youlooked at this.Is there somethingI can help you with?So Rodrigo says it won'twork because you don't havea network, but if you hada network and you had statsand you boosted your postor you did everythingyou could to create somethingmemorable, unique and funthat people share the look.Executive director.Marketing, thisis all the peopleI want to sell toright now, except for Idon't want to sell.Where was this post?It's on LinkedIn.This is the LinkedIn stat.I'm going to go backon LinkedIn later todaywhen it's been 24 hours.I saw this morningalready at 500 reactionsto reach on this thingas crazy LinkedIn.Look, Gary vaynerchuksaid, do not sleep on this.The reach is ridiculous,and it's free.We'll always be free.I'd be curious if you if you didreach out to those people justto see if they're real or not.Like, I've done it before.No, it's real.It's real because I did havepremium for a few monthsback in the day, way beforeI started doing social media.People told me that other peoplewould not take me seriouslyif I didn't have aprofessional account.It was like just a quickverification badge for them.I did buy it.I did email some people, I diddm them, and you know what?I got work from it.The two or three times I'vedone cold prospecting or warmprospecting, I shouldsay I got a job out of itand this was for Playstation.So it's not like a little thing.Literally, I did that andI followed a techniquemy coach told meat the time, whichis to say, hey, I noticedyou were just checking outmy profile.At this point in time, Ididn't even make content.Ok?Alec, did you make contact?They just looked at my profile.It's like, here's whowas looking at you?And they saw somebody from Sony.I'm like, boom, I'll getto you one second onlyI messaged them andsaid, hey, I noticedyou were checkingout my profile.Is there anything Ican help you with?And you know what this guy said?He says, I'm going to be intown in two months for E3.I'd love to have lunchwith you and your team,or I'd love to comefor a quick meeting.He came over.We had one more meetingin San Francisco.We got a Playstation commercialout of it, just like that.I just made it easier forhim to start the conversationabout how to give me money.It was excellent.Natalie, what's your question?No, it's not a question,just exactly the way I do it.And I think it's amindset because yousaid that we can think aboutshare instead of teach.This is the same thing.You don't have to thinkabout it as saying, youcan think about it asstrategy or asking questionsor, you know, the way youdid when you contacted him.I saw you or looking at my,you know, ask some questions.I think it's amindset, that's it.OK can I add one last thingbased on how the chat is going?I see a lot ofpeople giving reasonas to why somethingmight not work.And as a recoveringperfectionist and over thinker,I know what that feels like.But guys, we cannot giveourselves excuses to not dosomething beforewe at least try it.Like, I saw somethings like, well,LinkedIn is becoming this.Well, maybe we should write abook, or maybe we should do it.Well, I don't thinkit's going to work.It's like, that isour as Chris wassaying earlier, our fear, ourperfectionist, our overthinkor trying to give usreason to stay comfortableand trying tocaress our own ego.I know this firsthand, andthat is a deep, dark holethat can get you in a placewhere you're hard on yourselfand you can't even get out.So maybe flip it,switch the assumptioninstead of finding areason to not do it.What's something positivethat could come out of it?You know, try to reprogram yourmind because that recovery,that perfectionistwill come into the roomand try to take it fromyou real, real quick.I just want to show that becauseif this is the reaction now,maybe take a second,let this all simmerand and change thatassumption in your own mind.I'm not telling you todo the LinkedIn thing.I want to be very clear witheverybody that's still here.I'm not tellingyou to do anything.I'm telling you to dowhat you think works,but you got to just do it.OK, so if LinkedIn, if youdon't believe that works,I'm not here to convince you.If you think YouTube isthe way to go, do YouTube.If you think calling 10 randompeople out of a phonebookworks do that.I just want you to dosomething because otherwiseask a question.So sorry.Give me.Give me a second, dude.Yeah, give me a secondand just do me a favor.Raise your digital hand.OK I was going to say.You were saying whateverworks, if you want to YouTube,if you want to doLinkedIn or whatever,you want to do something.OK, yeah, I forgot it's OK.I'll come back to me.So oh my gosh, dude.Sorry protocol protocol here.All right.So you want to wantto say something firstand we'll get to you.OK, raise your digital handand then I'll get to you.I promise.I'll get to you.You want.What's your question?It's not a question.Can I add to the theeasiest way to do it?And it's beentalked about a lot.Copy from many sourcesand make it yours.If you if you like somethingthat connects with you,just say it in your ownwords to your audience.I hope that helps.Yes, thank you very much.OK, now go ahead.I can't see yourname because it'sso small I. Sorry about that.I also want to figure outhow to raise my digital hand.Anyway, I've been trying to askthis question over the last 30minutes, so I'vebeen freaking out.I would like to know in termsof this lead generation,can we also like duringthe next discussions?We keep it and also from anotherpoint of view, like the dayswhen you used to run blindbecause I think a lot of timesI hear it from theproduct standpoint,like selling a product.And I feel like I knowhow to do that sometimesbecause I'm working forclients that have somethingand I can see it and Iknow how to market that.For them, it's very easy.But for somereason, I can't seemto take that learnings or stuffthat we know import it overto my own agency orthe business I sell,because the clients aren'talways buying something like,like one item whereit's very easy for meto list it out andtackle that problem.Yeah, I have done thisin the past in termsof sharing how I'mable to generate leadsfor service based work.Here's the thing, guys.Here's the thing, and this iswhy I did this workshop today.The way that I did it wasbecause I wanted you to tell mewhat works on you, period?And if you haven't found it,look harder because it's there,I promise you it's there.Ok?and there are other calls.I'm sure Mo and Alec will helpwrite as soon as this call isover how I got to workwith a multibillion dollarclient selling service work.Pretty clear exactlyhow it all workedbecause I was able totrack the provenance of howthat lead came to be.OK so we'll get to that.All right.So look, if you think, heyman, products are easy to sell,services are hard to sell.That's just a belief system.Selling and sellingand selling is selling.You need to get people tobecome aware of who you are.You have to touchon their pain point.You have to speak tothem like you know them.You have to help them toget where they want to go,not where you want to go.And if you can speakto them in termsof $1 value of what it isthat you do your contribution,you've solved 8/10 ofthe problem already.The rest of it isjust showing up.I promise you and this nowI remember what the hell Iwas going to say.I was doing AI was doing a livestream with a bunch of peoplefrom the Philippines.And I heard somelike weird objection,and I said to the host,who was his name is Tom.I said, Tom, Ipromise you right now,everybody that tells me whatI'm telling them does not work.I'll challenge them right now.I'll give you a 10 toone return on your money.Ok?if you tell me you've done whatI've told you to do to the tand it hasn't workedfor you, I will give youone hour of my coaching time,which is worth $1,000 for free.And if I get to determinethis, and if you show mewhat you've done andI've said you've notfollow the directions,then you pay me $100that's the 10 to one return.So I have five to 10 people thathave taken me up on the wager,and I'm almost just so confidentthat they haven't done itbecause I talk topeople all the timethat Christmas doesn't work.And I look at their feed.They've made three posts.I'm like, of course,that hasn't worked.You haven't eventried enough times.Successful,successful people havefailed more than I've tried.So you've not even tried?Get out of my face.Oh, Chris, this carousel,why isn't this working?Well, didn't youfollow the first thing,which is your first image sucks.Well, what?I really want to click on thisfail too much tech's fail.You don't understandit well enough.Fail your images of garbage.Fail I'm telling you right now.So guys, let's getout of this mindset.Otherwise you are wasting yourmoney to be in this group.You're throwing yourmoney out the windowbecause it makes you feelgood that you're actuallymaking progress.The only way I knowhow is for you to godo the work, so castsall your judgment,cast your inhibition,inhibitions and whateverbeliefs you have thatthis isn't going to work.You've got to change that.You've got to have some ofthat positive self-talk,and this is the time to start.OK, Matthew, we're going towrap it up with your question.I think I'm goingto get out of here.So you guys have this.Do the worksheet ok?Do the worksheetbuild your plan?Do the worksheetbuild your plan?OK, so Matthew, youhad a question, right,I said, I'm going to take careof it, I'm going to do that.I got to get out of here.Yeah, I was just going to saywhen my PPP and I were talkingthis week, the conversationcame up regarding conversations.And I think for me,at least, conversationis a big part of thatsales journey for whoeverthe person is, whetherit's the person leadingthat sale or the personwanting to buy, if you will.And he and I weretalking about waysthat we can automate that andhave conversations still drivethat journey for them, butuse something like videoask by type forum wherethere's this branchlogic that you have a oneto one that's prerecorded.Matthew, what arewe talking about?I thought you had this questionthat was going to derail me,and now you're bringing upsomething totally different.Oh, sorry about that.No, I can cut out.No, no, no.Didn't you ask the questionabout Peter's thing,was that you or isthat somebody else?I don't think that was me.Oh no, no, yeah, no, you did it.You did have one earlier, butI think you just forgot it.Oh, got you!Yeah, yeah.Yeah, it was just thenotion of conversationand how conversationdrives everything.So it was a LinkedIn roadblockhas been just sharingmy truth, right?So share my story.Share my truth.Have a conversation with thesedifferent potential leads.But maybe if there's away I can automate that,it'll take away some of thatroadblock, the mental roadblockthat I keep running into.OK, Alex, do you rememberhis original question?I thought it wasa good question.I'm trying really hard.It was a very good question.It was a question hadto do with building.You're talking aboutbuilding a coursebecause I remember it sparkedsome discussion about building,of course.Peter, where are you?Come back in as peter wasdoing something and thenthe structure.I know the question.OK, Daniel, you guys.All right.The question was thisis it dangerous to reada book on on workshopsand then go and takea class on workshops?Isn't that going tomess you up somethinglike that, right, matthew?Go ahead and savethe question now.Yeah, it was.It was simply as we'reforming our own workshops,we want this authentic Ness,this uniqueness, but we alsowant it to be, you know, Iwas saying that in air quotesbecause I hate those two words.So essentially, howcan we learn about howto structure workshopsthat we're developingas individuals to a degree thatwe can still make them our own?OK, that's a great question.Fantastic question.I need to answer this question.You guys want to runan ultramarathon,but you're noteven running a 5K.So the first stepto learn anythingis to do your bestto rip it off 100%to fully understand it theway it was taught to you.I see my kids do this allthe time and I'm saying,you're my kid.I'll say, son, here'sthis video, we do this.And then later on,I see what he did.I'm like, dad looks nothinglike what they show.Yeah, because I wantto do it my way.I'm like, well, your way sucks.Look at the resultof what you've done.This is just a master who'sbeen doing this to teach you,and you just take that andyou throw it out the window.But kids are like this.Both my children are like this.They're like, oh,you old people,you don't knowwhat you're doing.I know what I'm doing.So they do their own thing.And it turns out to be terrible.It's terrible.Try to just do it exactlythe way that you were taught.Do it a couple of times and thenstart to find your own flavor.And the way that you do that isyou bring in other influences.And they start tomix up in your brain.Like, right now, I'veread so many bookson sales andmarketing that I justdon't know where theideas come from anymore.And so they start to becomethis big old soup in my brain,and now I can be able to sayit in a way that makes senseto me.OK, but the first guy wasn'tseeking an answer for mepersonally, I just figuredthat was on many other people'sminds as well.And that's purposelywhy I haven'tdug too deep beyond acertain level of contentbecause I've alreadyran many, many workshopsand have a system of thoughtthat aligns with my thinking.OK, perfect.Well, I'm glad youasked the question,and the reason why Iwanted to answer itwas because I think somany people think and feelthis way that you seeAlec nodding right there,it's because they do think this.My goal right now, my goalis to faithfully reproducethe kinds of exercisesI just read in the bookto be able to faithfullyteach and share the thingsI just learn to thebest of my ability.Right and you know, I don'tknow if you know this,but people who do forgeryfor like a living, notan honest living, high levelsof intelligence, very highlevel to be ableto do a forgery.The smartest peoplemake forgeries, ok?It requires that kindof attention to detail.OK, so right now foryou guys, I wouldlike for you to do that, todo it the way you were taughtto learn as much as you can.Don't pretend like it'snot yours or it's yours.I'm sorry site whereyou get things from.Make reference to them.And that way you're clearyou're not trying to masklike where you got things from.All right.