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okay welcome to simple but hard Keenan itamp;#39;s awesome to have you on here nice to meet you bro pleasure to be here okay so like I was telling you just before this right uh simple but hard 15 minute uncut podcast because the most successful people or the people that have found success in any given industry oftentimes arenamp;#39;t doing anything crazy complicated theyamp;#39;re just doing this simple fundamentals really well and turns out a lot of times itamp;#39;s just hard to do that consistently and when I think of you right obviously Gap selling uh is what kind of youamp;#39;re known for and the other thing that really stands out to me is your ability to diagnose problems and youamp;#39;re able to do that at a much higher level than than everyone else and so um so when you think about like problem-centric selling and solution-centric selling how did you like how did that really become apparent to you that like hey I need to find the problem not the solution um watching ot