Darryl Praill: How are you doing everybody? Darryl Praill here with VanillaSoft, and I am so excited about this video. I am going to be talking today with Gaetano. Oh, Gaetano. I knew I'd mess that up. How is that? Gaetano DiNardi.
Gaetano DiNardi: Thank you.
Darryl Praill: If you don't know Gaetano, he's brilliant. He's the director of Demand Generation with Nextiva. Why I'm so excited, if you've been off in a third world country without internet access or you have just decided to take a purge from all things digital, then you would not be aware that this dude here, he released a video not too long ago that is the very definition of viral. Did this have the reaction that you expected when you posted this? Because you had to expect that this was going to go viral.
Gaetano DiNardi: Oh, yeah. I knew it, for sure. When I thought of the idea, I was like, "All right. I'm going to win LinkedIn. The game's going to be over."
Darryl Praill: You have won it.
Gaetano DiNardi: Yeah.
Darryl Praill: The risk you run is that somebody does something in October and forgets about what you did in January. It's the classic Academy Awards, but you nailed it. One marketing guy talking to you, is it a [inaudible 00:01:28]? You have my respect, dude. This was brilliant.
Gaetano DiNardi: Thank you so much. I really appreciate it, man. I'm just trying to push boundaries here. You see a lot of the same old crap, a lot of the same old stuff. One thing that really drives me to do more is our executive team is brilliant. They push me. They say, "You know what? Now, you got to do better than the last one." You're only as good as your last at bat. I don't how I'm going to top it.
Darryl Praill: I was going to ask you, "How are you going to top this?" I want to see. This is incredible.
Gaetano DiNardi: I don't if I can, man. I don't know if I can. I got to think deep. The idea hit me like a ton of bricks.
Darryl Praill: That's one of the questions I was going to ask you. I was going to ask because I know in your set up, you said you were talking to your CMO, that your CMO gets pained all the time with his pitches, which I do too non-stop.
Gaetano DiNardi: Yeah. Non-stop.
Darryl Praill: Was he sharing this with you and all of a sudden you said, "Let's run with that," or what?
Gaetano DiNardi: Every now and then, we screenshot like, "Look how ridiculous this is to each other." I'll get one, I'll be like, "Dude, look at this." He'll be like, "Wow. It's getting so bad out there." Then, he'll send me a couple. After a while, I was just like, "Wait a second. Wait a second. What if I just took these and went up to people in real life and just started doing it?" He was like, "Yeah. That's a brilliant idea. You should do it." I'm like, "Yeah."
Gaetano DiNardi: Because we have a video team in house at Nextiva because we really believe in the power of video. I think any marketer these days in 2019 should also believe in that same power and if you don't, you should probably wake up soon. Anyway, yeah. We've got a video team so we were just like, "Yeah. Let's just go do it tomorrow," I'm like, "Really?" He's like, "Yeah. Let's just go do it." I'm like, "All right. I'm going to go do it." I hit up our video team. I was like like, "Yo, let's go to the mall tomorrow, 2:00." This would be a game plan.
Darryl Praill: We're going to start talking to strangers.
Gaetano DiNardi: Yeah. Strangers. He's like, "Strangers? What if they kick us out?" I'll tell you what happened. I'm like, "Tomorrow, 2:00. Boom. This is the game plan." He's like, "All right. All right." I took a bunch of our messages from our CMO, all those ridiculous emails.
Darryl Praill: You said you had eight of them. Is that what you said?
Gaetano DiNardi: Yeah. There was like eight of them or so. I was just remembering them in my head. I was looking at them in my phone and I'm like, "All right. I'm going to go talk to this dude." The main thing I was just remembering was like, "What was the punchline?" Synergy. Yeah. Let me say "synergy" a lot with this guy. Another punchline was like I know that the fourth quarter is approaching, and I want to help you close the fourth quarter strong. That was another punchline. Then, the other one that I was using with the girls a lot was ... This is a hilarious one was, "Excuse me. I know we don't know each other yet, but I was hoping we could change that."
Darryl Praill: I laughed when I saw that. Now, we're going to go through your video here shortly because I want to ask you some of those shots because one of the questions I had for you ... You know what? I got so many. Before I ask them, I want to set the stage here because some people could be going, "I don't know what the hell's going on, I missed the video." All right. Gaetano, he went to his CMO and his CMO is always getting pitched with stupid, brutal, just embarrassingly bad pitches. I get the same thing.
Darryl Praill: As you said in your setup, imagine if you took all those stupid, generic, cold direct mails and emails that you get in LinkedIn and approached people with those same annoying pitches in real life. This is like a scene from Candid Camera. I'm totally dating myself when I say that. This is totally, or like Punk'd where you just went in there and did it. I was watching you, especially with the women, you were asking them. One of the questions I had for you, and you'll see this one go through the video, "Did you get hit? Did you get slapped? Did you get yelled at?" Did anybody actually think you were actually you were propositioning them initially and then all of a sudden their face dropped? What was their reaction?
Gaetano DiNardi: No, I didn't get attacked or anything like that. That's good.
Darryl Praill: That's good.
Gaetano DiNardi: Very good. It took a while before they realized it was a serious thing. At first, they were like, "What's this guy doing?" It's Arizona too. You got to keep in mind. Arizona is a very, "Oh, my God. Someone's talking to me. This is weird," type of place. For example, the girl that was working at Zara or something like that. I was like, "Yeah. Can we talk about your 2019 business goals?" She was just like, "My business goals?" I was like, "Yeah. Yeah. Your business goals for this year. Can I get 15 minutes on your calendar?"
Gaetano DiNardi: She was like, "Oh, no. I'm actually working up right now." Then, like a true sales person, "Oh well, do you mind if I follow up with you maybe next week or whenever you have some time? Maybe you can pencil me in?" She was like, "Sure." Then, she was hoping I would just go away and then I was just like, "Well, maybe I can get your card?" Then, she gave me the general manager's card of the store, not hers. I just saw that and I was like, "Oh, okay. Well, at least I got past the gate keeper."
Darryl Praill: You got past the gate keeper. You didn't get shut down. You didn't get a no. You got a referral, right?
Gaetano DiNardi: I didn't get a no. Got a referral. Right.
Darryl Praill: I got to ask, do your sales people in house use any of these lines? What was their reaction when they learned you were going to parody this
Gaetano DiNardi: They were shocked. Some of them were horrified because they themselves were doing it. I trained our sales reps and our channeled sales team and our enterprise sales team a lot on this stuff. I had a recent training. One guy was like, "Well, why can't I connect with someone? Then, as soon as they connect with me and accept my request why can't I pitch them? If this is a social networking platform that's meant for business networking, then what are we doing anyway? What's the point? Why can't I do that? This is what it's meant for." I just had to educate this person and like, "Look, times have changed. It might have been like that when LinkedIn first launched, but now more than anything, LinkedIn is a broadcasting platform where business can happen."
Gaetano DiNardi: It's like the Facebook of business is what I try to explain to people now. You're not going to be able to pitch somebody that has never heard of you before, has no idea who you are, has nothing that they know of that's in common with you, have not heard of the brand, so on and so forth. The reaction internally was, "Wow. That was great." Our head of sales was like, "This is the greatest thing I've ever seen." Then, some of the reps were like, "Wow. I need to step up my game because I do some of this sometimes. Now, I'm horrified. Now, I'm ashamed."
Darryl Praill: The first thing you have to do on LinkedIn is you have to have street cred. That's all about establishing and building your trust. That's exactly what you just said with your thrift example, right? Where there's content, there's conversations going on, there's back and forths. We don't have to always agree but we know we're in the same community, if you will. Then, when I finally have that need that they're top of mind to at least, go into the top of the funnel, to say, "Maybe I should be evaluating them." I did a video recently. Did not have 85,000 views. I am not jealous. Where I actually went through and I said, "Guys, I get all these. Can I have 15 minutes on your calendar?"
Darryl Praill: Invites nonstop. Let me show you what I do when this happens and I walk through how in the first one, two, three times you hit me with the same freaking pitch, I ignore you but if you wear me down, the fourth, the fifth, the sixth pitch, I actually have some respect for you because you're being persistent, and I'm going to go check out your profile. If you don't have certain criteria, I don't think you're related to me, if I don't see any contribution to the community, then I'm just going to bail because you're nothing to me. You have no relevance, you have no street cred, I don't trust you. I'm just a transaction to you, whereas I will accept it if I see you're part of the community and you're contributing, and we can be part of the bigger conversation. Then, maybe later on, we can go on and talk about whatever it is you're representing and maybe that's a fit for me. I'm there for it.
Gaetano DiNardi: Yeah. That was a fantastic video by the way.
Darryl Praill: Thank you so much.
Gaetano DiNardi: I saw that and I sent that to my people. I'm like, "Guys, this is what happens when you're unknown from a company or brand that a buyer hasn't heard of yet." First of all, you just said, it takes five or six times to crack through. Then, if you do crack through, this person is checking for your street cred. Are you legit? Then, I love the way you broke down the profile. Do they have an interesting story about them, or do they just say, "These are my skills and my past 25 years of experience, it's a blah, blah, blah, blah." You look through that and then you look their actual posts, not are they commenting on things, but are they actually contributing value to the community and the network? Are there are a large number of people in common? That means you likely run in the same circles and etc., etc. I really like the way you broke that down. That was brilliant.
Darryl Praill: Oh, you're a good man. I appreciate that. All right. Let's see if I can pull your video up here and we'll walk through some of it. You had an opening rant which I loved, so I'm hoping that my producer in the back end is able to pull the video up and we'll actually walk through some of the opening scenes in these things. I want to your take. One of the first things you set up is you had an opening rant and it was like, "Enough already. This has got to stop." It was awesome. The marketer in me says, "How many takes did that take you?"
Gaetano DiNardi: I'm not happy, guys. No, sir. I'm not happy and you know why? Because there is an epidemic happening on LinkedIn. That's right. The cold emails that make no sense, the annoying follow ups, the ridiculous cold spam, whatever you want to call it, yada, yada, yada. It's a problem. At Nextiva, we decided to do a social experiment to raise awareness about how bad it's getting. I asked our CMO to send me eight of the most ridiculous examples of cold end mail that he's gotten this past week and as crazy as this sounds, I went to the mall, went up to random people all day long, and started pitching them in person. LinkedIn live. The reason we did this is because we want sales people to awaken and realize that this has got to stop and it starts with you. Be the change you want to see within the world. Let's go see how it went. Let's go.
Darryl Praill: I love that rant. That was awesome. By the way, great branding on the jacket. The Nextiva, I caught that. Well done. How many cuts did it take to get that scene down path?
Gaetano DiNardi: That intro wasn't that hard actually because I was ... First of all, I did it after. The first one we did was go right to the mall. I was like, "Let's get the hard parts out of the way." Then, the intro was easier. That took me maybe two or three tries but the outro took me like 20 tries just because I kept laughing. The outro was so funny. My video producer is like, "Dude, take a chill pill." I'm like, "Yo, this is so funny though." I was cracking up in tears. It took me at least 25 tries to get the outro, but the intro, I think I did in like three or four tries.
Darryl Praill: Well, I was watching the cuts. The marketer in me was loving that. I totally get that. All right. Let's go by the one minute market. We're going to get into when you start to get into that first pitch, where you mention how you want to discuss your business goals. What I love about this is every single one of these is like, "Can I have 15 minutes on your calendar?" You can totally tell that this is just literally the verbatim text, that sampled text that comes with all of the platform tools they're using because no body freaking changes them. All right. Let me see if we can pull.
Gaetano DiNardi: Hi.
Speaker 3: Hi.
Gaetano DiNardi: How are you?
Speaker 3: Good.
Gaetano DiNardi: I'm really intrigued. I think there may be some synergy here. I was wondering if I can get 15 minutes on your calendar next week to discuss your 2019 business goals?
Speaker 3: My 2019 business course?
Gaetano DiNardi: Yeah. Your business goals.
Speaker 3: Oh, my business goals?
Gaetano DiNardi: Yeah, for 2019.
Speaker 3: Oh, I'm at work right now.
Gaetano DiNardi: Oh, really?
Speaker 3: Yeah.
Gaetano DiNardi: Okay. Okay. Got you. Maybe I'll follow up with you?
Speaker 3: Okay. Yeah.
Gaetano DiNardi: Okay. Do you have a card or something like that? Do you have 15 minutes of your calendar next week to discuss your 2019 business goals?
Speaker 4: My business goals are all pre-established.
Gaetano DiNardi: Oh, no 15-minute slots available?
Speaker 4: No.
Gaetano DiNardi: Not one?
Speaker 4: No.
Gaetano DiNardi: Yeah. All right.
Speaker 4: Totally uninterested.
Gaetano DiNardi: Excuse me?
Speaker 5: Yeah?
Gaetano DiNardi: Hey, I know we don't know each other, but I was hoping to change that.
Speaker 5: Oh, gosh.
Gaetano DiNardi: Do you have 15 minutes on your calendar for next week?
Speaker 5: Probably, but I'll be here at work and then I usually have to do other stuff too.
Gaetano DiNardi: Right. Right. Hey, man. How's it going?
Darryl Praill: Shot down. I love that Family Feud Red X. That was fantastic. Your video editor guys nailed that one. It made me laugh.
Gaetano DiNardi: Oh, yeah.
Darryl Praill: I got to ask. You're going in. You know how stupid you sound. You know it?
Gaetano DiNardi: Oh, yeah.
Darryl Praill: What's going through your head as you're asking these strangers, these young ladies who you know are thinking, "What is up with this guy and what does he want and is he hitting on me?" What's going on in your head? How did you hold it together?
Gaetano DiNardi: Yeah. That's the hardest part. The hardest part is not laughing. For sure, the hardest part is not laughing. The hardest part actually like not laughing is really hard, but also the other thing that's really hard is, "Who am I going to talk to? Who should I pick?" As this is happening, I'm looking sketchy. I'm just looking around here, looking around there. Should I talk to this person? No. This person might punch me in the face. You want to go up to people that look unassuming. It just so happened that girl working at that stand seems like, "All right. She might give me the time of day. Let me just go up, and be like stay in character, stay in character. Fifteen minutes on your calendar. I know you don't know me yet, but I'd love to change that, and then 15 minutes on calendar. Let's go."
Darryl Praill: Now, you were mic'd up, did have a lapel mic? Is that what you had?
Gaetano DiNardi: Oh, yeah.
Darryl Praill: How did you pick up their audio so well? Because you did a good job picking up their audio too.
Gaetano DiNardi: Yeah. We just turned the gain up all the way. We tucked it into my jacket all the way in the back side of my flaps so you couldn't see it. I just remembered to get as close as possible to them without invading their personal space, so that it would pick up their audio.
Darryl Praill: Okay. I have to ask because clearly when you look at that, you can see that the camera operator is across the aisle, whatever, the other side of the mall and they're clearly zoomed in as far as they can do that. Did security or the mall management didn't come up to them and say, "What the hell are you doing?"
Gaetano DiNardi: We let that. I'll tell you how it went down. By the way, super sketchy. Imagine a dude like me, Arizona, wearing a tracksuit and a Nextiva jacket just walking around the mall and it's very obvious, I'm just trying to talk to people and stir up ridiculous conversations. I'm looking super sketchy. To make things worse, there's a guy on the second floor above shadowing me just with a camera like this, but he's doing it inside his jacket so hopefully no one notices. He's got a hat. He's looking real sketch. You can just tell something was fishy about it. We were shooting for two hours. The examples you saw were only a few of them. There were probably, if I had to guess, like 60 or 70 people that I went up to. I don't know if someone reported me or security caught on but after two hours of shooting, I noticed mall security following me around. I texted the camera guy. I'm like, "All right." I was like, "Abort, abort, abort." Now, he goes his separate way, I go my separate way.
Gaetano DiNardi: I turn my shoulder and I see like three mall security officers following me. I'm like, "Let me get out of here". I'm walking. I'm just looking for the nearest exit. I just stumble into a parking lot. They follow me into the parking lot. They're like, "Excuse me, sir. Excuse me. Excuse me." I'm like "Yeah?" They're like, "Was that guy recording you someone you knew? Was he your friend?" I was like, "Oh, recording me? No, what are you talking about? I don't know." "There was a guy recording you. Didn't you know that?" I'm like, "No, I'm doing some shopping. I'm chilling," and they're like, "The suspect with the camera was not in relation to this gentleman here. Can you please pursue, pursue, pursue?"
Gaetano DiNardi: I'm like, "All right. Let me get out of here." I'm just like, "All right, guys. Have a great day." Then, I just ran. Then, I text my friend like, "Run. Get out now! Exclamation. Exclamation. Exclamation." He calls me like, "I'm safe. I'm safe. I made it out. I made out." I'm like, "Great. Let's rendezvous here." Then, we met up and bounced. It was so funny.
Darryl Praill: I knew there was a story. I knew there was a story, because I knew you taught ... I've done what you're doing. I've done walking up to strangers. I know how painful it is to get anybody give you the time of day. When you finally get someone, you're like, "Finally, someone's talking to me." That is so hard. All right. Let's bring up the next one. I love the next one because you change your tactic on the next one. This next one, you ask for a free demo. I'm going to see if we can roll that.
Gaetano DiNardi: Oh, yeah, yeah. Oh, no. It's just a free demo. I was just going to show you a demo.
Speaker 6: My wife takes all my money. Honest to goodness.
Gaetano DiNardi: Yeah. What should I do?
Speaker 6: You need to hang out in front of Kay Jewelers.
Gaetano DiNardi: Maybe I'll hang out in front of there and see what kind of gold I can scrape up. You know what I mean? I got to go fishing, baby.
Speaker 7: [inaudible 00:20:05]?
Gaetano DiNardi: Oh, yeah. Yeah. I would like to really help you guys finish the fourth quarter strong.
Speaker 7: Okay.
Gaetano DiNardi: I was wondering if I could get 15 minutes on your calendar next week?
Speaker 7: This is a real thing?
Gaetano DiNardi: Oh, yeah. Totally.
Speaker 7: Do you have a business card?
Gaetano DiNardi: I do have a LinkedIn profile, perhaps we could connect there? It's been a great discovery call, man. I appreciate you. I appreciate you very much. Santa, I got a question for you.
Darryl Praill: You're using every single thing. Okay. For every single person who sent you one for 15 minutes to talk about my Q2 adjective, or just about my strategy, or about a product demo, that reaction is what you're getting from me every freaking single time. I love that. I love, love, love that. Now, I'm going to show this next scene. This is a Santa clip. We're going to show that one and then we'll stop the conversation on that one because this is your one and only. You got yourself an appointment. Let's go watch the Santa scene.
Gaetano DiNardi: Santa, I got a question for you. Okay? I'm really intrigued. I feel there may be some synergy here. I want to know if you have 15 minutes on your calendar next week for a business meeting. I'd like to discuss your 2019 business strategy with you, if you don't mind?
Speaker 8: Oh, yeah. Sure.
Gaetano DiNardi: Really?
Speaker 8: Sure.
Gaetano DiNardi: Rudolph is more or less your business partner. If I can get his buy in throughout the organization, there's a good chance I'll be able to close this deal.
Speaker 8: Oh, absolutely.
Darryl Praill: For a Demand Generation guy, you got natural sales chops, dude. I tell you, you're rocking it. You got all the qualifying questions. You're following up. You're just working. I was actually quite impressed with that. Your one and only yes was from Santa Claus. The gift that keeps on giving. All right. Now, I got to ask. What was the reaction like in the comments? I know what I read, but it's like you and I talked about it, right? Where you have those that really, really, really want to use this approach and don't want to be told they can't. Then, you have the others, typically the targets, the prospects who were like, "Hallelujah! Thank you, brother, for finally bringing attention to this." If you look at some of your key take aways, stuff that stuck out at you from the comments, anything memorable you want to share?
Gaetano DiNardi: Sure. I think the thing I was most pleased to see was director and VP level sales leaders at legitimate companies. I'm talking everything from Salesforce to Adobe to high growth startups, some startups that are on unicorn paths just saying, "Wow. I need to share this with every single person on my team right now." Tagging people, "You got to see this. You got to see this. Oh, my God." I was just pleased to see legit people really naturally amplifying it. I didn't ask anyone to share. I didn't ask anyone to do anything. It just happened on its own. I was just really pleased to see that legit people were like, "I got to share this with every single rep on my team right now." Like, "Oh, my God." I think that to me was the most pleasing thing but there wasn't not one negative comment. Usually, you get a troll here or there. You couldn't dispute this. There was no way you could challenge anything about this. It was just like, "Damn. Point made." Ding. That's it.
Darryl Praill: The first I thing I did after watching that was immediately went and found myself the link, and I shared it with my VP of sales and I said, "You have got to watch this now." The first thing he did was he went to the company Slack channel and then went for the sales team and said, "Everybody watch this now." It was awesome. Great discussion. You just managed to bring home what every single target of all these pitches just felt like. Just the lunacy behind what you're doing. Now, let's bring this baby home. You had three lessons that you took away. Do you remember what these lessons are, or do you want me to prompt you on them?
Gaetano DiNardi: I think I remember what they were. I think take away number one was to actually read your cold emails out loud and to maybe even role play that scenario with somebody on your team and just see like, "Do I sound ridiculous? Does this make sense?" If I was actually going to go up to someone in a mall, would I be able to say this? That's step one. If you can't get past that, then you're probably doing something wrong. That was take away number one.
Gaetano DiNardi: Take away number two that ties up to that really nicely is you've got to do research. You've got to be vulnerable. You've got to make it about them. One person actually asked me actually in the comment in the video, Darryl. As somebody who leads demand generation, your target persona, or your ideal customer profile of someone who would buy my company's product or service, how could I break through to you? What's something I could do? I told them like, "One thing I love is ego. When people stroke my ego a little bit, they look up my music background, and they look at things that I've written on the internet. That's always a good way to get a conversation started with me." Not, "Hey, we do this. Can I get 15 minutes?"
Gaetano DiNardi: Doing your research, mentioning something notable about that person and already knowing what their problems are. You shouldn't ask me, "Hey, can I have 15 minutes to learn about your business and your problems?" No. You should already know what my problems are. People in Demand Generation have the same problems so you should know what those are. Then, take away number three? Darryl, you might have to remind at what that one [crosstalk 00:25:52].
Darryl Praill: It was ask your CMO, your VP of marketing, head of sales to show you examples of all the lame sales pitches they get. I might have added the word lame in there, but there you go.
Gaetano DiNardi: It is lame.
Darryl Praill: Those are your three lessons and they are brilliant. It was interesting you talk about as someone who gets these, what do you want to get? I had this conversation on Friday, past. Same thing. I've been pitched of a connection request and I didn't respond. Then, it was, "Hey, Darryl. We make explainer videos. We'd love to connect with you." Okay. I accepted it because it's related. Then, the next day, "Hey, did you have any comments on my message?" I'm like, "Well since you're asking, I hate getting pitched on a connection request." I was impressed. We actually had a really good dialogue. I said, "I'm not trying to be a dick. You asked, there's the answer." His comment was, "okay. Then, how would I get in front of someone like you?"
Darryl Praill: My response was, "If you're going to connect on LinkedIn, connect in the community. Connect in the conversations. Let's contribute back and forth. Then, you can earn my trust and respect and we can have that conversation or call me or email me." My first request actually handling would be email because then you got to personalize exactly what you said. You got to speak to my pains, know my problem spots. You have explainer videos. Great. Well, how does that matter? What is the problem you think I'm having right now? Did you even look at my website to see if I have explainer videos or not because you just gave me a generic thing.
Darryl Praill: When I read the generic piece, I know I'm a transaction to you because clearly you made zero effort. His response back was interesting. It was like, "Fair enough," he goes, "But we did calling, it sucked. We did email, it sucked. Only social has worked for us. I'm not going to intentionally BS you and try to be your buddy." I'm like, "Dude, I think you misunderstand the platform and by the way, you need to go back to your email and your phone because done right, those are effective channels too. It's not all or nothing. It's not just social." We had a great debate on it. I don't think he believes me, but that's okay. He's going to watch your video because I'm going to tag your video. Then, I'm going to tag this discussion when we post and I'm going to physically let him know about it, so he's going to see it right there.
Darryl Praill: Gaetano, I've had a blast. Now, Gaetano mentioned he's got a bit of a music angle and he does. You should check out his website. It's officialgaetano.com, and this is a killer website. I was not expecting to see such a high caliber, high quality kick ass site. I love your site. That is the officialgaetano.com. Check that out.
Gaetano DiNardi: Yeah.
Darryl Praill: If you do not follow him yet on LinkedIn, do that by all means. We're going to share the link to this LinkedIn video. You can watch it there, or you can go and check him out and of course, check him out on Twitter, Gaetano_NYC. I love that. That's him. He is with Nextiva. Gaetano, thank you so much today for this kind of behind the scenes look. I've had a blast. Keep doing what you're doing. It's awesome.
Gaetano DiNardi: Thanks, Darryl. Shout out to you and the team putting out great content and educating the community, man. That's what it's about. Shout out to guys. Keep it up.
Darryl Praill: All right. With that folks, we're out of here. We hope you enjoyed this behind the scenes look at Gaetano and his viral video that just really pulls full attention to the sheer insanity of sending such useless opening lines. It's not achieving your goal. Avoid it. If you don't believe me, just watch his video and it will all make sense. Again, follow him. He is a brilliant follow on LinkedIn. He's one of my favorite people. That's it though. We're out of here. Until next time. You guys take care. We'll talk to you soon.