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and the only way you can have plenty of margin is if you have a high margin deal the way only way you can have a high margin deal is to distinctly be more valuable than your competition [Music] hey whats up everyone i am very excited to be here with my good friend ryan groth of sales transformation group whats going on ryan whats up joe glad to be here man good to hang with you yeah awesome to have you here we uh we chatted for about 30 or 40 minutes before we hit record and i finally figured why not hit the record button and share some of those insights with uh with our audience today uh so i just want to give you a personal kind of background on ryan i dont want to make him work too hard on this but also weve got a relationship that goes back about a year and uh and weve done some things together and weve got some joint client not joint but weve got some mutual clients uh and and ryan is one of those one of those leaders in the roofing and the contracting industry that you re