When it comes to being successful in sales it takes a little knowledge from many disciplines. It is a little science. It is also a bit of art. Then let’s not forget the disciplines of psychology and philosophy.

And for many people they may say there is a little magic too. In fact, one could say that to be successful in sales is little alchemy.

What can you do to improve your ability to be more successful in sales. In this episode of A New Direction Senior Vice President of Sales for Madison Global, Judd Weisgal rejoins us to talk about how he trains his salespeople to sell to fortune 500 companies.

Judd Weisgal has 25 years in sales, is the Senior Vice President of Sales for Madison Global, leads a sale team of nearly 100 people and sells himself.

In this episode we walk through the sales cycle from prospecting to referrals, whether you are in B2C or B2B sales.

Judd further discusses how there is a movie version of sales and then there is what it takes to be successful in sales.

Things we learn in this episode:

It’s not about your personality.

And so much more!  Are you ready to become more successful in your career?  Or perhaps you lead a team and maybe it’s time to change tactics.  Or maybe your methods need to be updated.

Join us for a powerful show that will boost your sales and make you more successful.

Please reach out and thank the sponsors of A New Direction.

EPIC Physical Therapy people from all over use them from post surgery to professional athletes, and even people who just want to move and feel better.

They are the certified staff and have the cutting edge equipment to design a customize treatment program specifically for YOU!

Get EPIC relief, EPIC recovery, and EPIC results by going to EPIC Physical Therapy…www.EPICpt.com

Linda Craft  Team, Realtors no matter the time of year, for 39 years Linda Craft Team Realtors has been helping people fulfill their dream of homeownership.

Their customers say that their service is “legendary”, you can find out for yourself by contacting Linda Craft & Team, Realtors click on over to www.LindaCraft.com

Coach Jay here!  Thanks for listening to and reading about this episode of A New Direction.

I am a business and life coach that specializes in helping people improve their performance in their business and life and help them become more successful in all aspects of their life.

You may have thought about a coach, but you just were not sure if a coach is for you.  That’s a great question to ask, and I would encourage you to call me and least chat about it.

My gift to you is Free complimentary call.  Let’s talk and see what if I am a fit for you.

Just fill out this form and let’s start talking.  Coaching Mavericks – Unlock Your Potential with Jay Izso.

My business is Coaching Mavericks, because there is a Maverick in all of us that when we find our way with our own unique gifts, talents and abilities, we will be the most successful.

I look forward to talking with you!

Also Book readers do you use Audible to listen to your books?  I do and I love it.  Now you can get your FREE 30 day trial and other discounts by using going to www.audibletrial.com/AND

The post Sales Success: The Alchemy of Being Successful appeared first on Jay Izso.

If you are interested in sales or consider yourself a veteran of the profession, the question of being successful is ever illusive. The fact is you are only as good as your last sale, and no matter how many sales you close yesterday has no guarantees if you will sell anything today or tomorrow.

Sales is not an easy profession. In fact, no other professional will hear the word “no” than the sales professional. So what does it take to be a successful in this profession? What does your mindset need to be in order to meet the demands of the sales profession? How do you get or stay motivated? What should you sell? How does your physical self play a role in your success or failure? What do the best sales professionals know mentally, physically, and emotionally that most people do not?

Well these questions and more are the subject of this episode of A New Direction as Success Sales Expert and Consultant Bryan Charleau joins me to talk about his book “Pitching Sales! A Complete Guide to Becoming A Sales Professional: Outwork, Outperfrom, and Outsell. Join us!

Bryan Charleau‘s book, “Pitching Sales!: A Complete Guide to Becoming a Sales Professional” is not your typical sales book about “hacks”.  It is part biography, but is also a book on the mindset and behaviors that are going to be required of you personally to be successful in the professional.

The book starts with a clear statement of saying that all kinds of people can be successful in sales, but it really starts with your own authenticity.  You simply have to be you.  Anything other than bringing your true self to the sales conversation will be met with failure.

The topics are vast such as “What keeps you from being successful”, “How can you can excel”, ‘Re-motivating yourself” and many more.  Dig in and get your copy by clicking right here!

Please reach out and thank the sponsors of A New Direction:

Epic Physical Therapy, certified, and with cutting edge technology and therapeutic equipment.  They treat you as a whole person helping you reach the goals you have to be the best physical person you can be from every day aches and pains, to surgery recovery, to professional athletes, Epic Physical Therapy provides, EPIC relief.  EPIC recovery.  and EPIC Results!  Check them out by clicking on over to www.EPICpt.com

Linda Craft & Team, Realtors, fully locally owned and operated, and unaffiliated with an national brand for more than 38 years has developed relationships with the worlds best real estate professionals.

And they help people like you have an amazing experience when it come to selling their home or buying a new one.  So if you are looking to connect with the best person in your area…why not start with Linda Craft & Team, Realtors drive on over to www.LindaCraft.com

Have you been wondering if you a coach is right for you?  You may have heard of coaching, but maybe not sure if it is right for you, or maybe you don’t completely understand how it works.  Look, if you are feeling stuck in life, or stuck in your business a coach can help you by taking a drone’s eye view of the situation and give you clarity.

Or perhaps you have a team who is in need of a direction, I can help there too.  I work with sports teams in mindset, business sales teams in discovering methods to increase sales and more!

So if you are feeling that you need a different direction, or perhaps you have a team that is in need of a different direction, then let’s talk.  The first call is free and we can find out if I will be a good fit for you and your team.  My business is Coaching Mavericks, because there is a Maverick in all of us that when we find our way with our own unique gifts, talents and abilities, we will be the most successful.  Find me at www.coachingmavericks.com

The post From Sales Zero to Sales Hero appeared first on Jay Izso.

When it comes to selling anything here is what we know.  First it can be a tremendously rewarding and lucrative career.  We also know that finding people who are good at selling is difficult, and finding great sales people is even harder.  Just look at these statistics on selling.  In one study they found that 55% of people earning a living in sales should be doing something else and 20-25% have what it takes to sell, but they should be selling something else.

So what’s missing? Why do have so many people have a difficult time in sales and selling? The answer may be they are completely out of alignment with themselves, the company they are selling for, the product that they are selling, and the audience they are selling to. In this episode of A New Direction Best Selling Author and Sales Team Expert Stacey Hall joins us show us how to be successful in sales by aligning with your core values, aligning with what you sell, and how to use social media to increase sales. This non-traditional view of selling from your comfort zone creates depth in relationships with your clients and leads to greater sales, higher satisfaction and greater success!

Stacey Hall‘s best selling book is entitled Selling from Your Comfort Zone: The Power of Alignment Marketing the book is going to be a challenging read for those of you who believe in the old fashioned way of doing sales.  If you believe that in today’s world that you can avoid the idea of “Know, Like, and Trust” when it comes to selling you will have missed the boat.

The fact is that today’s buyers, whether it is B2B or B2C are looking of those people who they can get to know, are likeable, and can build trusting loyal relationships.  The days of scripts, spammy, clever lines and foot in the door are over.  The fact is we sell to other humans.  Decisions are made by other humans.  That means whether you like it or not the decisions that are made are in fact made from a place of emotions, not a place of logic.  Hence it would serve us well when it comes to selling to make sure we understand who they are, where they are coming from and have build a solid foundation of a relationship.  Because it will be that emotional connection that will avoid objections and naturally lead to the sale…which is truly Selling from Your Comfort Zone.

Please thank our sponsors of A New Direction!  We are so grateful for their financial support in helping the show grow and get to you.

EPIC Physical Therapy, if you need better nutrition, post surgery rehabilitation, better movement, or being at the top of your game as an athlete, EPIC PT are the certified professionals with the latest technology to get you back doing  or get you doing what it is that you want to do physically.  Honestly, they are my go to physical therapists, and I have to say that they get me back to doing the things I enjoy safely, quickly, and with great results.  So if you are looking for EPIC relief, EPIC recovery, and EPIC results…then look no further the EPIC Physical Therapy.

Linda Craft & Team, REALTORS for more than 35 years they have been at the top of the list when it comes to real estate.  How have they done that?  They create real relationships.  In a low touch, high tech world the one area that they recognize as the most important is truly connecting with you and understanding what you need and want from the home selling and buying process.  The only way they can know that…is by getting to know you!  Come on over to the Real Estate Professionals who focus on the Relationship.  Click on over to Linda Craft & Team, REALTORS…  www.lindacraft.com

The post Selling From Your Comfort Zone for Increased Sales and Success! appeared first on Jay Izso.

What are some of the tips and techniques the most successful sales professionals use to stay at the top of their sales game? Well it’s not being clever. It’s not being manipulative. It does however require for you to put in the work. It’s understanding the buyer. Sales is knowing where the power of decision comes from. Successful sales professionals understand how to use LinkedIn, keep their pipeline full, have great follow-up, know how to network and more! Returning for part 2 on A New Direction, Sales Expert Trainer and Sales Coach Steve Weinberg goes into more detail about becoming a high performing sales professional. If you are in sales, sales manager, CEO or founder, you will want to be tuning into this show!

Steve Weinberg‘s book Above Quota Performance is for every sales professional, sales manager or anyone who leads a sales team.  Whether you are B2B or B2C the principles, tips, and techniques that Steve lays out are up-to-date and ring true in today’s competitive sales markets.  Above Quota Performance addresses the most common issues, from bad sales advice, to follow-up, prospecting, understanding your value proposition, knowing your competitive advantage, how to leverage LinkedIn and more!  If you are looking for sales mastery this book is for you.  You can buy it through Amazon right here.  You can connect with Steve on LinkedIn by clicking Here!

Please thank the sponsors of A New Direction we are so grateful that they help us cover our expenses!

EPIC Physical Therapy from non-athletes to professional athletes EPIC PT has the best certified therapists along with cutting edge technology to help anyone reach their physical goals.  Even if you want to just get in better condition or need a better diet plan.  EPIC Physical Therapy can help you get back to work or play.  So if you want to be EPIC then get EPIC results from EPIC Physical Therapy.  Give them a call or click on over to www.EPICpt.com

and

Linda Craft Team, REALTORS for more than 38 years and going strong find out why they are known as legends of life transition. Every place you have lived is a transition in life.  Find out the reasons why 1000’s of people from all over the world choose Linda Craft Team and keep coming back for all their home selling and buying needs and making their life transition..  They are the independently and locally owned company that is world renown.  Learn more by going to www.LindaCraft.com

The post Sales Pro Mastery – Tips and Techniques – Part 2 appeared first on Jay Izso.

The fact is we are all sales people at some point if not most point in our lives.  But then there are those people who have made sales their career.  It is a profession.  But let’s be honest it’s not an easy profession.  The fact is for most people who are not in sales when they hear the word, there can be this yucky feeling in the pit of their stomach and an urge to runaway.  Why?  Well because the truth is there are really bad sales people who have ruined it for those who are trying to do the right thing by their clients.  Alex Dripchak is one of the great ethical sales professionals that joins us on this episode of A New Direction.

Ales Drapchak‘s book “100 Skills of the Successful Sales Professional” is quite possibly the best book on sales I have ever read.  He has taken his own experience from Mercer and Oracle and coupled that with the wisdom of ore than 25 books on sales.  This book will literally help you become a better sales person, a more likeable sales person, and a sales professional that can be profitable without taking advantage of the client.  “!00 Skills of the Successful Sales Professional” is not only a great read, but I found it fun and a wealth of useful information for any business.

I know you are going to enjoy the show and you will love Alex Dripchak!  ;Here are the different ways to reach Alex and find out what he is doing.  100salesskills.com  commenceyourcareer.com

Alex Dripchak on LinkedIn

@areyouworkforceready on Instagram

Please thank your sponsors for their financial support of A New Direction:

Please like the social media pages and say thank you to our sponsors of A New Direction.

EPIC Physical Therapy, they have all the latest equipment, tools, and technology, but what makes EPIC…well…EPIC is their certified staff.  They really do understand that no two injuries or people are exactly the same so they will customize a treatment plan specifically for you.  So if you want EPIC relief, EPIC recovery, and EPIC results whether you are recovering from surgery or overcoming an athletic injury or just want to be a better version of you please contact EPIC Physical Therapy.  www.EPICpt.com

Linda Craft & Team, Realtors for 35 years they have remained at the top of the real estate market.  Why? Because they truly are known as the “Legends of Customer Service”.  For 35 years they have built their business by building one relationship at a time.  Linda’s first customer was in 1985 and they still come to see her today, because that relationship is still as important today as it was 35 years ago.  Find out why Linda Craft & Team offer a real relationship difference.  Click on over to www.LindaCraft.com

Also Book readers do you use Audible to listen to your books?  I do and I love it.  Now you can get your FREE 30 day trial and other discounts by using going to www.audibletrial.com/AND

The post Sales Skills of the Successful Sales Professional – Alex Dripchak appeared first on Jay Izso.

We all sell, but we all do not have sales success.  We all do business, but we all do not have business success.  Most of us bring home money and whether you do or not we all are not a financial success.  Entrepreneur extraordinaire Barry Habib has found success in all three of those areas and he built it from nothing.  He found opportunities, which led to another opportunity, which he leveraged into another opportunity, which made him successful and a highly sought after entrepreneur.  In this episode of A New Direction Barry Habib returns to dig into some of the strategies and philosophies of sales, business and money.

Barry Habib‘s book is entitled “Money in the Streets”  it is a story of his life growing in a home of hard working immigrants struggling to make it.  It is also the story of how he discovered that opportunity is just out there if you have some creativity, take risks, and work hard.  “Money in the Streets” is a powerful testimony that you don’t have to have the best start to finish with great success.  Take a listen Barry Habib is going to help you better in your business, your sales, your life, and your financial future.

Please go to our sponsor web pages and just say thank you for their financial support of  A New Direction:

EPIC Physical Therapy. When you want to change the way you look, or maybe you are recovering from surgery or injury, whether you are a Jane Doe or John Doe or you are a recognized professional athlete, EPIC Physical Therapy has the certified staff and the latest cutting edge equipment to reach your goals and get you back to the high level you are accustomed to being.  EPIC Relief.  EPIC Results.  EPIC Recovery. Learn more by going to www.EPICpt.com

and

Linda Craft & Team, REALTORS for more than 35 years they have helped people world wide sell their home or buy their home because they are completely unaffiliated with any real estate company and can refer you to the best expert in real estate regardless of their affiliation.  What is more because they are located in the Greater Raleigh-Durham-Chapel Hill Research Triangle Park area they help major companies with their move, because they know the area.  Stop in 7300 Six Forks Road in Raleigh North Carolina and find out why people talk about their culture of “legendary customer service”.   Just drive on over to www.LindaCraft.com

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When you hear the word ethics and sales they really don’t sound like they go together.  It is kind of an oil and water thing for most people.  As a matter of fact when it comes to business our colleges and universities don’t even teach ethics of sales.  It is a topic that is rarely if ever discussed and when it is, it’s because someone got into trouble over an ethics violation.

When you talk to sales people about ethics you will find what is ethical to one is not ethical to another.  When you go to ethics training sessions rarely will they even talk about right or wrong, but that you have to make up your own mind.  Finally we have someone who is willing to take a stand on what ethics are and are not.  Someone who draws the line between how a customer is to to be treated, marketed to, and sold to.  His name is Joel Malkoff, and he joins us on A New Direction and after 45 years of selling ethically and over 500 million dollars in generated sales he tells what ethical selling is and is not and how it can lead to greater profit.

Joel Malkoff‘s book is entitled, “Selling Ethically: A Business Parable Connecting Integrity with Profits“.  The book is in fact a parable about a man named David King who goes before a heavenly court to determine if he has been ethical.  Example after example is presented with interesting twists.  The reader is left with great nuggets of wisdom and a direct understanding of what is right and not right when it comes to sales.  One major take away that you will get from Joel is that we need to rewrite “let the buyer beware”, but “let the seller beware he must be honest and transparent”.  It is a mind shift away from the responsibility of the buyer to the responsibility of the seller and the sales person to ensure that they are being upfront and fully disclosing.

Please thank the sponsors of A New Direction by reaching out to them!

EPIC Physical Therapy from every day aches and pains, to injuries to keeping elite athletes at the top of their game, EPIC pt has the cutting edge equipment and the certified staff to create an individualized treatment program specifically for you.  They are my physical therapists and I think they should be yours too.  So if you want EPIC Relief, EPIC Recovery, and EPIC Results.  Start by contacting the great people at EPIC Physical Therapy….www.EPICpt.com

Linda Craft & Team, Realtors for 35 years they have been known for having “Legendary Customer Service”.  Unaffiliated and independently owned and operated they can recommend the best real estate professional to help you sell your home or buy your next home anywhere in the world.  That is because they are not attached to a company they are attached to what is in your best interest.  So before you buy or sell start with the “Legends” at Linda Craft & Team.  Just click on over to www.LindaCraft.com

The post Ethical Selling Leads to Greater Profits – Selling Ethically – Joel Malkoff appeared first on Jay Izso.

Technology, social media, phone apps, Alexa, Siri, Go Google, Artificial Intelligence, there is so much coming at us.  When it comes to our business…what do we do?  Which one or ones do we choose?  If any? What is going to give our business the competitive edge?  How much is going to cost?  What can I afford?  What is really going to make a difference?  The questions are endless.  And it may leave you feeling overwhelmed, helpless, hopeless and over matched.  What is the answer as we enter into the next decade?  We are so focused on technology in today’s world we have perhaps overlooked Occam’s Razor.  That is the most simplest answer sits right before us.  Not that it is easy, but it is staring us right in the face.  You feel it, I feel it, your customer wants it.  What is it?  A real relationship.

In this episode of A New Direction Best Selling Author John R. DiJulius opens our eyes to the research and examples of the one thing that will compete and overcome any technology.  The quality and depth of our relationships with our past, current, and future customers.  The fact is there is no app to develop a relationship.  Alexa doesn’t really care about your family, occupation, your recreational joys, or your hopes and dreams.  Only people can do that.  As John DiJulius explains in his outstanding book “The Relationship Economy:  Building Stronger Customer Connections in the Digital Age”  people want to be in relationships, but not temporary ones, not ones with the idea of gathering business, but ones that are real, genuine, authentic and meaningful.

As technology has increased and surrounds us the very thing that will separate your business from every other will be how well you can truly make your customer “feel” special.  And “The Relationship Economy” and John DiJulius takes a microscopic and example filled approach to helping you make your business a difference maker with people.  Here is a really simple question:  Are you a business that people love?  Sounds awkward when you ask it, but think about the businesses you truly love.  They are the ones you are loyal to, the ones that you keep going back to, the ones that make you feel special, important, provide value, and the one try to convince your friends to use.  If your were the kind of business that people loved…what would that do for your bottom line?  That is the Relationship Economy and how it will change your business.  Thank you for listening to the show, and please share it with your friends.  Also, I would love to hear from you about the show you can always reach me at [email protected].

Please thank our sponsors.  I really mean that.  They are responsible for helping bring these amazing authors to you on A New Direction.

EPIC Physical Therapy.  Whether you just need some guidance to get in better shape, you have an injury or recent surgery, or you are an elite athlete getting yourself back into the game, the certified experts coupled with the latest start of the art equipment will help you get you where you want to be.  EPIC relief.  EPIC recovery.  EPIC results.  That is EPIC Physical Therapy.  Head on over to www.EPICpt.com and learn more!

and

Linda Craft & Team, REALTORS, for 35 years they have helped thousands of people all over the world when it comes to buying and selling real estate.  Completely locally owned and unaffiliated Linda and her expert team can help you find the best expert in real estate regardless of what company they work for.  Just one more reason why for 35 years they have been known as the “legends of customer service”.  Give them a call!  Click on over to www.LindaCraft.com

OH and don’t forget you can listen to replays of the show every Thursday at 4pm and Sundays 10 pm EDT on the OAK 93.5 FM.  So if live in the Greater Raleigh area take a listen and let the station know that you heard A New Direction on the OAK 93.5 FM.  Thank you so much!  www.OAK93.5.org

The post How Your Business Can Compete in a Digital Age – The Relationship Economy – John DiJulius appeared first on Jay Izso.

So often as sales or business professionals we want some slick silver bullet strategy that will increase our business.  Somehow our mind has convinced us that there must be some magical secret that somehow we missed to getting more sales.  However, the reality is there are no silver bullets and there is really no such thing as “magic”.  The fact is being a better at sales, business, or life have one thing in common…YOU!  The very person who is going to increase their sales, be a better CEO, or a better person is going to be the person who is reading this right now.  However, those improvements only happen when the person makes positive changes in their life.  It is then and only then will they see positive changes everywhere else.  And that is the heart of Robert Paolini and his book Good T.A.L.K. Great Sales.

In this edition of A New Direction (AND) Robert Paolini walks us through some of the steps of making the changes in your life to affect the changes in your business.  These change require discipline to start new positive habits that create positive change.  The book Good T.A.L.K. Great Sales is a culmination of life changing techniques that affect the life of your business.  He starts by outlining the acronym T.A.L.K.  Truth, Attention, Listening, and Kindness and explains that these four pillars, if you will, are essential for any sales or business person to have greater success, because in every aspect these principles when practiced sincerely create powerful relationships that lead to better business.  We then leads us through Ha. He. Wi. We. – HAppiness, HEalth, WIsdom, and WEalth, and how these flow together to give us a fun reminder of how to live.  Robert or Bobby as he likes to be called then takes us through “Knowing Your Why” and going deeper on your Goals, and then finally talks us through Hal Elrod “s– “The Miracle Morning” and the power of  changing your morning and your day with S.A.V.E.R.S….but your going to have to listen to show to hear what that acronym means.  Enjoy!

Please say thank you to our sponsors!

EPIC Physical Therapy – from nutrition and conditioning, to everyday aches and pains, to professional athletes the certified PT professionals and EPIC Physical Therapy have the latest techniques and cutting edge equipment to making you the EPIC person you were intended to be.  EPIC Relief.  EPIC Recovery.  EPIC Results.  Contact the professionals at EPIC Physical Therapy.  www.EPICpt.com

and

Linda Craft & Team, REALTORS they have literally helped thousands of clients with the sale and purchase of homes.  And many of those clients return over and over again to get access to what they are known for around the world…”Legendary Customer Service”.  It has been Linda’s culture for 35 years, and they are continuing to find ways to improve it every single day.  Learn more about  the legend and how they can help you from selling or buying a home to commercial real estate.  Just click on over to www.LindaCraft.com

Did you know you can listen to AND on The Oak 93.5 fm in Raleigh?  What?  You say you don’t live in Raleigh?  No problem you can stream the show every Thursday at 4 pm EDT and Sunday mornings at 10 am EDT by clicking here OAK 93.5  Tell your friends!

The post Principles for a Better Life and Business – Good T.A.L.K. Great Sales – Robert Paolini appeared first on Jay Izso.

There are many lessons we can learn from our journeys in business and life.  We all have them.  But how many of us have actually took a journal and wrote every day about our journey.  Not many of us for sure.  Rob Jolles one of the world’s leading sales trainers and inspirational speakers has been journaling his travels as a speaker and world traveler.  He has logged over 2.5 million miles around the globe.  At one point he was 280 days on the road speaking to group after group grooming sales departments, CEO’s and staff.  And in his book he gives us a glimpse into the 19 years he spent jumping from plane to plane, city to city and the lessons he learned that can be applied to both life and business.  He truly understands The Way of the Road Warrior.

The Way of the Road Warrior is not your typical business travel book.  It is much deeper than that.  In this episode of A New Direction Rob Jolles shares his life, his experiences, and the highs and the lows that come with both a heavy travel schedule and the toll it takes on both him and the people he loves.  This book is both entertaining, and at the same time incredibly honest.  He pulls no punches and gives you the great successes and great failures, and the life that nearly cost him everything.  The lessons shared in The Way of the Road Warrior apply to all of us.  You do not have to be a traveling speaker or salesman to glean a powerful message that should awaken all of us as we try to achieve success.

Please say thank you to our amazing sponsors that support A New Direction

EPIC Physical Therapy.  Whether you are a professional athlete, a recreational gym goer, or you just have some nagging aches and pains.  EPIC PT is the place you need to be.  Their staff is certified and trained in the latest cutting edge therapeutic techniques, they have access to the latest equipment and  the will assuredly help you to get back to being the physical you that you always knew you were.  They don’t just help get you better…they make you EPIC!  Learn more by going to www.EPICpt.com

and

Linda Craft & Team, REALTORS for 35 years they are known for their “Legendary Customer Service’.  It is not a simply a slogan, it is part of their cultural DNA.  They are connected with the best real estate professionals and experts all over the world to help you find the right agent to sell or buy your home.  And if you are in the greater Raleigh, Durham, Chapel Hill, Research Triangle Park Area you can witness their service first hand.  Just head on over to www.LindaCraft.com

There are two ways to listen to A New Direction on The Oak 93.5 FM.  The shows replay Thursday at 4pm EDT and Sundays at 10am EDT.  You can listen to the shows my Clicking Here!

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