Millions in Sales, Addiction, and Healing | Ryan Botner, Cornerstone Speaking and Coaching #063

Hey everyone, it's Karissa from Shining Light on Minnesota. Super excited. I have Ryan Botner here today. Welcome, Ryan. Hey, great to be here. Yes. So, let's get started and tell everybody a little bit about your business and kind of how you got started into it. Yeah. Um, well, I've been in sales for about for 20 years since I was uh 22. And uh before that I majored in football and girls in college. And so I got into selling life insurance with Northwestern Mutual and uh really found out quickly I needed to niche in. So first couple years was just kind of working with you know family, friends and whoever I could that whoever could fog a mirror. And then uh I really got into the medical market. And so through the medical market, uh, niched in, renamed my business Physicians National Financial, um, and the riches really were in the niches. I made over a million dollars before I was 30 years old. And, um, then in my 30s, life started to get kind of complicated. I wasn't a great leader. They put me in a leadership position. Um, I was arrogant. I had money to throw at a lot of my problems. and just life started to really get stack up on me, the bricks, right? And so you'd maybe just have a few more drinks than you normally would on the weekends um because of the stress. And uh then like I had to make some big decisions and I wasn't capable of making them and they got worse and I had to fire a key employee who would really help me b this entire business and I just I knew I wasn't the leader that that that they needed and I I really started to fall. I remember that Christmas was probably like 2016. I really I I was started to drink it a lot and uh like my wife's like this is normal then you would you know like instead of one glass of wine it was like two bottles. And so that's how I was dealing with the stress. I was just like stressed out and I would be crying and I'd just be like you know like I can't believe I let my life get to this my business and things and things business was still great, right? So, I was still making money, but but things were spiraling. And then [snorts] I was in a golf tournament in 2017 and I was hung over from the golf tournament and a friend of mine gave me. He said, "Here, take this." And I he gave me an Adderall pill, Gissa. And uh I loved it. Yeah. I went straight to the doctor and I said, "Give me some of this stuff." Mhm. [snorts] Um and you know, I've always struggled with my weight my whole life, too, right? So he's like, "Well, this will help you lose weight, too." And and so sure enough, that's like it it it did for like the first 6 months, like things were pretty good. Like I was losing weight. I was more focused, but I was on speed. It's meth. Yep. Right. And uh then eventually just other drugs. So I started to mix it with alcohol and I'm like, "This is a real party." And then cocaine and ecstasy. And so from 2017 to 20 about 2 and 1/2 years, um I destroyed almost every relationship and blew almost every dollar and everything was just spiraling. I kept running away from all my problems, blaming everybody else, coming up with excuses of, you know, why this had happened to me and trying to hide things, but I wasn't very good at hiding anything. And uh finally ended in 2020. I I overdosed and I was in a coma 3 days. Um and uh I believe God sends us angels when we are in situations we can't get oursel out of. And I could not get myself out. I tried like I would be I would wake up and I'd be like, "Okay, I'm not going to I'm not going to do drugs today. I'm not going to drink today cuz just like I'd be on a bender or whatever." And then sure enough, it would just the definition of insanity. The same thing would happen. And I and I would try to go to NA meetings, AA meetings. I would do everything I could, but it wasn't until I really truly just prayed. I prayed and I asked God, you know, cuz I was I had a FaceTime with my daughter and my kids weren't enough to keep me out, right? But my daughter was probably four at the time and she's just crying and she's like, "Dad, when am I going to see you again? Like, where are you? Why are you not here?" And I couldn't get out. Wasn't enough. And I did pray and you know, God had to intervene my life. And so it was an overdose and from that um a big black man named Bill was in my house the day I overdosed. He did CPR on me. He called the ambulance. I didn't even know who this man was, right? And it was just it was an angel that God sent in my life. Angel means messenger. Y and um I invited him back over to my house when I got out of a coma. Right. I was literally dead. I was I had COVID. I just overdosed. Like there's no I was dead dead. I was no reason I should have lived. God gave me a second chance. But uh it was also big warnings in my life. Like things happen for a reason. This was it, you know. And uh I invite Bill over my house and me and Bill are talking. And at this time I had four felony charges hanging over me. Like three for big drugs in a car and one I owed a casino money. So, like we're talking about 5 years minimum sentencing, maybe 10. And uh you know, like I believe that's probably everyone's fear, a big fear other than dying is going to prison or jail, right? Yeah. And uh and so whenever I'd get sober, I'd be thinking about like I got these cases hanging over me. And I started to talk to Bill about these cases and I would ask him like, "Have you ever been have you ever been to prison? Like what's it like?" You know, cuz I'm like this is a reality, right? And uh he said, "No, I've never been to prison, but I did go to jail over a weekend. This is the man that saved my life." And he said, "All I did that weekend was read the Bible." Yeah. And all he had to say was the word Bible. And I said, "That's it. I need God." And I went straight to a church that week. And I believe that God's he plants seeds in our life, right? So the seeds that were being planted in my life was actually by my personal trainer and his name was Scoops. And he would always talk about this church. He'd talk about Randall's church. Randall's church. And I'd be like, "Scoos, what are you talking about?" And he said, "Randle Cunningham, the quarterback for the Vikings and the Eagles. He's a pastor." And I said, "He is?" Cuz all the guys that were playing football that I knew, they were doing all the same thing I was doing, right? They weren't pastors. [laughter] And so, uh, I I thought that was kind of fascinating. And I said, he said, "You should come to church." I said, "Well, you know, I'm not living I'm not going to church." And I said, "But when I'm ready, I'm going to I'll come to church." And and that was the next I text him that night and I said, "Scoops, hey, where's that church at?" He sent me an address. And me and three of my druggie friends, we all went to church that Sunday. Amazing. And this was in co and it's, you know, everybody's sitting 6 feet apart, you know, and I'm sitting there. I don't know what to expect, but I'm like, "How did I get here? What am I doing? I'm in this church." And uh at the end of the service, I just started to cry and I started to weep and God was really softening my heart. And I came back home and my wife's pink Bible was sitting there. And I opened it up and I started to read Proverbs. And I never really read the Bible at all ever in my life. And I just started to read and the the words started to convict me. and I slammed the door in my girlfriend's face and I gave away like we had tons of drugs and I truly repented of everything and I said, "I'm done. I choose Jesus." And I moved back home. I'll never forget the flight back home was about three and a half hours and I only had one Christian song on my phone. I think it was God's not dead, right? And I would play it. I played it over and over and I would just crying and weep. I couldn't stop crying. And the the the steartist walk up, she's like, "Are you okay?" I'm like, "I'm I'm actually really good. I'm good. I'm making a life change here." Amen. Amen. And uh you know I got back and my wife had left you know she had moved back to North Dakota and and brought the kids and so she she had to get away from the situation but when I moved back she was like well we'll see how long this goes. Right. Right. And I just that was 5 years ago almost to the day. It was October of 2020. Amazing. And um I just have had to rebuild my life. And when I rebuilt my life, I [cough and clears throat] had to learn to really just lose myself in the service of others. It was crazy because when I moved back, I'll never forget it. The first morning I wake up and I'm like, "What am I going to do?" And I felt like the Lord impressed upon me. I didn't hear the audible voice, but he impressed upon me and he said, "Make your bed." And so I made my bed. Get up every day and make your bed. And I made my bed. And that's how I started my day. And then I would go pray and I would study and and I would just rebuild my life. And I had a little bit of money. It wasn't legal money, but I had some money left. And uh and so I started to go to the soup kitchen a couple days a week and I go to these food pantries and I deliver meals on wheels. And I just started to lose my life in the service of others. And I really found myself by doing that cuz I got away from all my selfish things and all my problems in my life which I still had a lot of big problems. Now thankfully because of my obedience and because of my turning and my repentance, God got me literally he gave me grace and mercy past anything I could ever imagine. But I got off all four of those felony charges for a $400 fine and not even a felony or nothing. And uh I'm thankful for that. Now still gave up all my investment license, my insurance license, all that stuff. Like I you know I didn't I didn't I honestly the industry was not healthy for me anyway. Right. Which is okay. You got off you reset restarted. Yeah. Yep. And uh and then from there I I I came across like I had I had this uh John Maxwell Daily Reader. Mhm. and it was beside my phone every time I'd make phone calls and like throughout my insurance business for 13 years and I would I would read it here and there and so he John's voice was always in my ear [clears throat] somewhat. Right. Yeah. But until I fell in love with the word of God, his stuff didn't make as much sense that then I started to see everything. And the first book that he had wrote when I came out of addiction was called Change Your World. Which is so funny because as I was going through COVID, I kept saying that I was going to change the world. [laughter] But little did I know, God was like, I'm going to change your world, Ryan. Yeah. And then you're going to I'm going to use you to help go be a vessel and change the world. And so that was the first book that I read cover to cover of John's book. And then I 15 laws of growth. And then I joined to be a John Maxwell certified coach. speaker and I worked with people in addiction. So that was kind of also my um learning a lot of my learning was working for the state as a peer support specialist. Yep. And uh now we have a nonprofit that has we have three sober living homes. Um and so we do we do the same thing. We work with people in addiction. Um but my you know my practice is mainly focused on um helping sales professionals, coaches, speakers um make more conversions, build a business um with my sales background from that side of things. So that's what I do now. Um I've got about over 30 coaching clients. I speak at least once a month. Um I'm speaking to a school in a couple days which is kind of it's kind of random but um most of the speaking that I do is associations [clears throat] uh from there but I have a you know a coaching offer that I sell from the stage which is the same thing that I coach others to do. How has your relationship built back up with your wife and your kids? Uh amazing. Um with that being said, not everything's all roses. No, but it takes time and you're still rebuilding. Yes. 5 years. Um, and I will tell you, you know, there's still things God is dealing with, right? Great. Um, which is really neat and it's fun to watch. Um, but we've since we've had three more children. So, we had four kids when I was going through. We have seven children. Um, we live in pretty small town North Dakota. I have an office three blocks from my house. Um, we my my wife homeschools. She's really had a burden to do that, which was been a blessing. Um, and uh, we do go to separate churches, which is interesting, but we both very much respect each other's faith. You know, she grew up more traditional. Obviously, I had a real Pentecost experience, so like that's where I lean more to. And uh, but she found God through a lot of her traditional experience. And so, we both respect that. It was a little rough right away, right? But [laughter] yeah, but we both really respect that. We go to each other's churches. Um, you know, and that's that's really our life. We just we want to love God with all our heart, our mind, our soul, our strength, and everything else works out from there. What have been some of your wise nowadays? What have been some of your driving moments? Yeah, that's great. I just taught on this this morning, so this is a great question. Um, you know, Rick Warren wrote a book called The Purpose-Driven Life, right? It sold over a 100,000 copies for numerous months. actually sold 50 million um worldwide. And it's interesting because I bought the book. I never really read it. I read maybe a little bit of it, right? But I bought the book. Why? Because the title spoke to me so much, Karissa. Yes. The purpose- driven life. I had lost my purpose. Yep. I had lost my drive. Why? Because Ryan's kingdom was crumbling, right? And it was built on sand. and all the Vegas trips and Super Bowl suites and private jets, all that stuff that I thought was going to be so awesome was so empty at the end of it, right? And I needed to really know like why am I here? And and and and I kept I did keep I was chasing like I was searching even though I was doing drugs and living a crazy life. I was literally searching for like is this what it's about? Like I was just like like I was just so confused until God interrupted my life. And that and that was the best day of my life is when he interrupted my life because it was like hey now I had a dad that left me when I was born. Right. And so I never really had I had a stepdad who was great man and he adopted me when I was three but [sighs] I you know you I probably had daddy issues. Right. Right. And so, but when I found out I had a heavenly father that loved me more than I could ever imagine, that gave me such peace and I just wanted to do my father's business any way that I could. So now I have this mission which I'm commissioned with him and because I have that mission even though I have bad days, right? My pillow was really my pillow was really warm this morning. My bed was really really warm this morning. I still got up even though I fought it and got to the gym, right? Like I have bad days just like everybody else, but I'm my mind is set on the ultimate mission, right? Which is not my mission. It's bigger than me. And because of that, Karissa, I don't become a slave to the immediate. Amazing. How do you, Ryan, how do you overcome your obstacles these days when you've had them in the past? How do you personally overcome them these days without getting or going back in those everyday slumps? Yeah, great question. I mean, um, I think we're all fighting, we're fighting our human nature, right? Right. And we all have those demons. I wake up every day and I ask myself, what are people dealing with, right? And a lot of it is the same things that I deal with or I've dealt with in the past, which is anxiety, worry, depression, um, helplessness, hopelessness, right? And I have to deal with any of those feelings. Right. Yeah. Now, I say this and I have it written down like amateurs listen to their feelings. Sure do. But professionals don't. Professionals have a standard. Like I can't I can't afford to have a day off. Like I'm the weather. Like how I show up to my coaching clients and my staff and my people and my partners that that's I have to be the bar, right? And so knowing that I need help, right? Which means I need to first pray. I need to enter his gates with thanksgiving. I need to get the word in me. I need to share the word with my children in the morning, which is biblical and and my family. And then I need to make sure that I am just staying focused on that through my entire day. Now, if I get away from that, it's kind of like the rumble strips in the road. You start veering off. You can start to feel that fear, that anxiety, that depression, that worry, all that stuff starts to creep in. And so a lot of times what I do, which I'm doing today actually, is I fast. So if I start to feel like I'm just getting a little off, I just I just I do a fast. I do extended fast a day, two days, three days, whatever it is, because I want to get all that stuff out of my mind and just just keep my head up, lift up my eyes to the hills. Yep. So you've written a couple books. Tell us about the books and what the difference is in the books. Yeah. No, that's great. Um well I I first started life coaching right you know and correct and some people would hire me and a lot of them hired me really for business coaching so I was doing life coaching but they were like well Ryan we know you've had success in business we want can you just help us with that right so then I first realized that I needed to help people to number one have more activity right and do the right highle activities in their life so revenue generating activities instead of the load generating activities so I kind became an activity coach and then as I started to do that I started to really level up my skill set in the sales world and also embrace a system. Right? Because one thing that bothers me the most Karissa is that people don't follow up. Correct. They don't go to events. No sequences. There's no follow-ups. It's just I'm going to let this go. I'll contact you and then it's out the door. Right. So the first book I wrote was about turning a cold lead into a warm lead. So doing that through givers gain mentality everybody communicates few connect but then having a system and so having the system is a seven touch follow-up system so touch one touch two touch three so so this is part of the book my book's called the um touch point selling so that's the first book that I wrote and it was really because I was just so bothered by people not following up I'm like I'm going to write a book on this and I'm going to make sure that I share this system with everybody and so you have your seven touches and then if somebody says Hey, I'm interested, but I'm going on vacation or we don't make decisions until January. They go in my farm club and I nurture them, right? And I'm still inviting them to my events. I maybe put them on a daily text or things like that, right? And I'm still touching them, nurturing them. And then I have what's called my red zones. And those are the people that are going to do business with me the next seven to 10 business days. And those are the ones that I'm trying to get. I'm at the 20 and I'm trying to get them across the finish line. So that's my seven touch system and following that. Why? Because when you get a lead, you've worked so hard to get a lead. Let's make sure we bring this lead to a conclusion. And I'm okay with no. No is great. I can get you out of my system. I hate may obviously we love yeses. Yes. So that was the first book that I wrote. The second book that I wrote is called Speak to Sell. Yes. Um, and that one was really getting deep into my 20 years of speaking because that's what how I built my insurance business. I would go and speak medical schools, residency programs, fellowships, and I wouldn't speak to get paid. I would speak to get leads and and so the best leads that I saw could come into my business were the ones that I they gave me an hour of my time of their time. And even if they got a free lunch, whatever it is, and I was able to indoctrinate them with a better way and then invite them to go deeper with me. So I would speak to sell and the cell stands for S selecting the problem you solve. E establishing yourself as an authority, writing a book or having that the being the thought leader. L is leads because if you have if you have a leads problem or a conversion problem, you have a big problem, right? And then also the L is listen. Okay? So listening to what your leads are looking for. And then last one is leveling up. And that's just taking ownership and say, you know, I've got a select problem in the world that I can solve. My past will help shape somebody else's future. How can I build a business on that? How can I package this purpose and bring it to a market that will monetize my message and then scale it and actually build a business so I can sell it? Yes. Does that make sense? Sure does. Ryan, who have been some of your main mentors when you've grown up in the last few years or when you've made your life changed? Yeah. No, that's great. Well, first and foremost, I believe that you need a pastor to be saved. So, I am fully submitted to a man of God. My pastor, my pastor actually wrote he's a he he's a he's a doctor and uh he wrote my forward to my speak to sell book. And so, that was really neat because he also speaks a lot and and sells from it as well too. But he's a great man of God. That's number one. His pastor would be those would be like my two heroes of my faith. Just great men of God that have given their life to the service of others. Um obviously John Maxwell, I mentioned that as well. I don't know John, but I've read enough of his books that he's mentored me for sure on that side of things. And I hired uh I've spent about $70,000 in coaching the last five years. And so numerous coaches um one from South Dakota. He passed away recently. His name was Bob Apprentice. He helped me to really get out and push me out like uh start to do cold calls. That's how I first built my business was real estate agents uh offices and then car dealerships. And so he held me accountable. I believe everybody needs a coach in life. I believe a good coach can change your life. Um and then I hired a company called the Speaker Lab that helped me with my speaking business. Right. So, [clears throat] Grant Baldwin, he owns that. He's a a very well-known speaker as well and just had a burden to help speakers. And then, uh, Coach Michael Bert has been, uh, in my life the last couple years, helped me to really develop and do my own events, um, pushed me to write books and build coaching programs around a book. Yeah. Yeah. And then lastly, I have um the sales league, which is uh Josh Altop, and that's my current coach now. Just really leveling up those selling systems so I can build my own sales team as well. Wonderful. When you've done your speaking and all your presentations and things like that, what have been some barriers that you have overcome? Well, first and foremost, every audience is never the same. Nope, they aren't. And a lot of people don't know that. Yeah. And so what I had to really learn quickly, and it's one of the things I really speak on is that I had to make a decision that and and understand that every every group that I was coming to speak to in that room was a big pot of boiling water. Mhm. And everything you put inside of that pot of boiling water, Karissa, is affected by the pressure. So I had to make a choice. I couldn't be a carrot. That was the first choice. She could be a carrot inside the pot of boiling water. Misery victim, right? I could be like, "Oh, what's wrong with these people? Why aren't they responding to things? Why aren't they in a good mood?" Right? And uh also an egg, get mad, hardened, right? An egg and the pressure gets hardened, has a hard outer shell, but the inside is is liquid until you put in the heat and the pressure and get mad about it and get upset that people aren't responding to you or however it may be because you're going to have some tough crowds. For sure. Especially in the world we live in today, people are struggling. Yes. Right. So I can't be those two. An egg or a carrot. I can't be those two. What I had to learn to be is the smallest of all three and that's a coffee bean. So every single every single event I go to, every single coaching session, every single sales call, I had to learn to a I have to bring the energy. I can't wait for anybody else to do it. No. I have to bring the enthusiasm. Y right. and speaking through my own struggles. Yep. And and understanding that if I just shared my successes, it would create competition, Gissa. Right. But if I share my struggles, it creates compassion. And then I can break down some walls and start to really connect and hopefully invite people to go deeper because I believe that one talk is not going to change your life, but a six 12-month coaching program could very well and it has for me. For sure. What do you think have been some of your greatest successes? Uh, well, number one right now is uh living for God. That that's that's number one. And then a marriage is a lot of work. 100%. You know, um, and I know I fail a lot. Uh, but I it's a covenant that I've been that I've that I've gotten into. And so I really want to strive to have a successful marriage. Yeah. Um and then obviously the same with that is is to be the spiritual leader in my home and the father. Yes. That that I that I wasn't for most of my life. Right. And having a second chance at that is a blessing I can't even explain. Yeah. For sure is. Yep. Yep. On a personal note, what are some fun things that you guys do as a family? Well, we have seven kids, so nine. We have We just got a dog, which was kind of inherited, so we going on a lot of dog walks. Yeah. Oh, boy. And uh you know, from that we which is another child in all itself. All itself. Yes. And uh we have two cats, too. So, we have quite the household. And but it's so full of love. I get it. We have seven kids. We used to have three dogs, so I completely understand. Don't worry. [laughter] Um, and so what we do, uh, a lot of times is I'll book a speaking gig and I usually go within three to four states, right? Mhm. Yeah. So then and I do one at least once a month where we're taking a trip and so we'll go and we'll rent a house for a couple days and I can still work and still do coaching and so but if we drive 5 hours or 10 hours or whatever it is but we all get in the car and we and we Yeah. We go to the Black Hills or we go to Nebraska, you know. Um and so Minnesota's on my list next next year so I'll come see you guys. Absolutely. Do you notice or take part that the kids really start wanting to do speaking gigs or that they really notice and hey, hey, that's a speaker. Hey, that's John Maxwell. Or they start saying quotes or start really accentuating how they speak as well. Almost all of them. Um, you know, like they uh I have one that's really my older my youngest son is a lot like me. So, he's like wants to be the video guy. He wants to be in every talk that I do and all that stuff. Uh but the uh I'll I'll just hear I I'll hear them say things, you know. Yes. That are looking after you. Things that come out of your mouth go. So it's it's they're definitely, you know, um they're being influenced by it, which is a blessing. Yes. Yep. It's good for the younger generation to really want to get out there and be themselves, be unique, but be themselves, too. Yeah. What do you think is important for the younger generation to be entrepreneurs, to get out there, do their own thing, but also to get in front of crowds and be themselves? Yeah. Well, I'm speaking at a school this week, so I'm really I'm really uh I'm praying as I prepare um that the younger generations will, you know, get off of the technology. Yeah. and will really start to realize that I I I need to, you know, communicate. I can communicate through text and email and all these things, but instead of just communicating, how can I start to connect with people, right? They're losing their connection. Yeah, absolutely. And what's happening is that's where all that anxiety and depression comes in is because God meant us to fellowship. You know, for as nice as it is to see your face, Chris, I'd rather be there in person. It would be a great much much better experience because we were meant to be able to be together in fellowship. Yes. And I think that that's where a lot of that mental health comes into play because when CO hit, nobody was able to be in person. Nobody was able to actually get outside and do things and have that communication. And in the future, it's scary to me to see what's coming up. People will be losing their jobs and they won't be able to put life and communication into what they're doing because they're not lifelike. are not able to communicate and be able to have that personal touch in the way technology is. Even though they want to try and they want to say, "Hey, this is an AI person." They don't have that personal touch to it. No. Especially with text and with emo with everything. They can say, "Hey, I can put an emoji on it, make it more personal." Well, it's not it's still not that person. So, you don't know how it was meant to be, right? I you know, um I deal with it. you know, I'm I've got this I've got this, you know, beautiful office which is three blocks from my home. Um, which is nice because I can come here and, you know, not have to work from my home, which could be distracting, right? Yeah. [clears throat] But, um, it's just me, you know, and I have other staff and partners, but they're they're not here. Yeah. And and but that's like for me, my behavioral like on a DISC profile, DISC, I'm a high I'm a high eye. So, that means I'm interactive with people. I want to be interested in other people. Like I thrive when I'm around other people. So I believe God has really dealt with me like, "Hey, no, you're going to you're going to be separated a little isolated here." Yes. Um and you're going to need to work through this and and that it's been a blessing to me, but it's been extremely hard. Yes. Outside of what you do and your coaching, everything like that, what do you like to do outside of work? Um you know, we do some fishing. um haven't got back into hunting yet just because my oldest is not uh of age really yet to hunt. Um but from that side of things, you know, we we love to travel. I I have a big green egg, you know, and so we we smoke all types of the weekends of smoking smoking meat and and you know, in time fellowship and and uh eating which I I always I've had a problem with my hands my whole life eating too much. And so [laughter] with that being said, I got to get to the gym. I got to eat right. And I got to work body, mind, heart, spirit. And so it's just a continual work in progress. I think one thing that's been important and it's kind of coming up more and more as we get older is health and wellness, right? So obviously people are getting healthier, the cold plunges, the mind, body, spirit obviously and the younger culture getting more into God and getting more into everything and eating better, getting out there and speaking and talking about their religion and talking about how they eat, what they eat, cutting out carbs, cutting out sugar, cutting out caffeine, and just the whole spiritual aspect is totally shifting and changing. And I think that's wonderful. Yes. Amen. I'm I'm with you. Well, um it it doesn't take a spiritual person to see that this thing is wrapping up, right? Like we are in the end times. Um and the confusion and the chaos is only getting worse and worse, right? And so I just I just want to be closer to God. Yep. You only have one life, but you've got to live every day. And best way that you can live it is doing what's best for you and your body and whatever that may be. Just do it. Yes. Yes. Well, what's next for you? Um, it's interesting you say that. That's actually the name of my coaching program. It's called What's Next? I'm open to it. Um, but I just want to help people. I want to help people really go from A to B. They're at A and there's some things that bother them at A and they're trying to get to B. Yes. and their B goal might be more time with family. It might be more revenue. It might be more freedom. It might be uh you know just a better lifestyle. So I don't know what that is but I I believe that I am the who. I believe everybody needs a coach in life. Yes. I believe that a good coach can change your life. And I also believe that you can't read the label while you're in the bottle. Correct. And so that who is a coach, you know, and um I'm so thankful I'll never not have a coach in my life. Um somebody that is pushing me. And the hard part is the best coaches in my life. I didn't really like them that much, but they got the most out of me. Right. Well, you don't want to like your coach. If you like your coach, then they're not doing what they need to be doing. And if you don't think you need a coach, then you're not doing what you need to be doing for yourself, right? They've told me what I need to hear, not what I want to hear. Thank you so much for being on. How can people get a hold of you today? Uh, so my name of my company is cornerstonespeaking.com, but otherwise LinkedIn, I'm I'm big in LinkedIn, so it's just Ryan Botner. R Y an o ne. All right. Thank you so much for being on today, Ryan. We appreciate you. Thank you. Yes.