Movie & TV post

Top 4 Lessons from the Best Sales Movie – Tommy Boy

Glengarry Glen Ross? The Wolf of Wall Street? Boiler Room?

These are probably a pretty standard top-3 when folks are asked what they think is the best “sales movie” of all time. And, yes, I happen to be a big fan of all 3.

I mean, where would we be today without Alec Baldwins infamous “Always be closing” monologue? Now, I have seen a lot of movies in my day, and I will never forget the first time I saw the Chris Farley classic, Tommy Boy, which was released back in 1995 (feel old yet?) There are too many great quotes to go through, and it is one of those movies I could put on at any time and watch all the way through, laughing hysterically as if it was the first time I saw it. A comedy classic. However, it wasn’t until a few years back where I finally realized how truly GREAT of a sales movie Tommy Boy is. I mean, I understood the plot of the film. Tommy was trying to sell enough brake pads to keep his late fathers’ company afloat. But like most people, I viewed it as a slapstick comedy before focusing on the sales aspect of the film, like we all do with the three movies mentioned above.

Now that I am older and have had made a career out of sales, I can finally appreciate the true greatness of Tommy Boy, and I will tell you why I believe it is the greatest sales movie of all time. I would recommend anyone running a sales team, I would have all new sales reps go home and watch the film immediately. The lessons you can take home are incredible and let’s face it, it is going to be a lot more enjoyable than a typical sales training video…

Here are my top 4 lessons from the Tommy Boy sales pitch and the G.O.A.T sales movie!

1. Focus On Your Why

Tommy was in no way a “natural salesperson”, and throughout most of the movie, didn’t have a clue at all as to what he was doing. The whole plot of this movie is simply Tommy following his “Why”. He wasn’t on the road selling brake pads to make a bunch of money, or to be the top rep in the industry. His goal was to make his father and those around him proud. Throughout his entire life, he was continuously told he would not amount to anything, or that the only reason he was employed in the first place is that his father is the owner. If Tommy did not hit his goal, the people he had known his entire life and had built great friendships with would be out of a job. The company that his father worked so hard to build would be sold to someone else. That was all the motivation he needed. During the movie, he figures out how to make sales and get closer to his goals, but the constant is that focus and drive to make sure he gets the job done so that he comes through for his family.

Take a look in the mirror. Are you focused on the money? Are you focused on the recognition? Or are you like Tommy, and are focused on providing for the people in your life who are depending on you? There is always a bigger picture. I would encourage you to think about what is REALLY driving you to do what it is you do every day. Trust me, focus on that, and the monetary and recognition goals will fall into place.

2. Accept Coaching

This is vital for a new sales rep, or someone who is starting a new career in any field. Trust me when I tell you, you will not be the smartest one in the room. And even if you are, you can always learn something new from someone else. In Tommy Boy, the first few sales calls that Tommy and Richard go on are, let’s just say, painful. Hilarious, but painful none the less. All I can picture is that first sales call when Tommy thinks it is a smart idea to use a prospects toy car to reenact what would happen if they used a competitor’s brake pads as opposed to his…. Long story short, it didn’t go well.

In fact, here’s a free lesson to all salespeople: Stay away from incorporating fire in your sales pitch. It didn’t work well for Tommy, and it won’t work well for you. However, the real turning point in the film is when Tommy and his partner Richard, someone who has been selling for Callahan for quite some time, are having lunch after yet another missed sale. Richard soon comes to find out that Tommy has been going about his sales pitch all wrong. After some coaching advice and a little pep talk, Tommy takes it to heart and starts incorporating the lessons from Richard on the next sales call. Guess what happens? You guessed it, Tommy sells his first purchase order. And there was no looking back from there. The point is, if you are struggling or find yourself in a “slump”, that is a clear sign that it is time to try something different. There are resources all around you, and they will make you a better salesperson and help you get closer to your goals. You would be a fool not to take advantage of them.

3. Celebrate The Small Wins

This is huge. We sometimes get so caught up on our long-term goals and monthly or quarterly quotas, that we forget to focus on the daily or weekly wins. There is so much rejection we face on a day to day basis in sales, that it becomes almost second nature to get discouraged. When you become discouraged, you lose confidence, and in sales, confidence is key. As mentioned earlier, Tommy hears “no” after “no” on his initial sales calls, and that taunting goal of saving his fathers company is looking more slim day after day. Once things start trending in the right direction, you can see Tommy’s confidence soar. There is a scene where Tommy and Richard are spending the night in a hotel after successfully closing their first deal. In the grand scheme of things, one sale is nothing. Richard is spending the evening in the room going over the numbers and focusing on the overall sales goal, becoming more and more stressed just thinking about the pressure they are under. However, Tommy suggests they get a pizza, have a few beers, and celebrate the sale. The first sale they made on their road trip.

I am a big believer in finding as many opportunities to celebrate as possible. Especially early in your career. If you are building a book of business, it can be extremely frustrating and stressful at times, especially if you are surrounded by reps who have been doing it for years. Yes, long-term goals are important. But I would suggest setting some short-term goals you can achieve on a daily or weekly basis. Maybe it is a certain number of phone calls in a day, or the popular “go for no” challenge. Keep track of how many “no’s” you get in a call block. It is a simple way to get used to rejection and learn how to move on from it. Not everything has to be a home run. Take time to celebrate the singles and the doubles, and eventually, the runs (big wins) will come. And to take a page out of Tommy’s book, sometimes there is nothing better than a slice of pizza and a couple beers after a long sales day.

4. You Become Who You Surround Yourself With

Towards the beginning of the film, Tommy and Richard are virtually polar opposites. Tommy is the lazy, unmotivated, slob, who probably has no business in being a part of any professional office environment. Then there is Richard: suite and tie, climbing the corporate ladder focused on making something of himself at Callahan Auto parts. He is the one who speaks during the meetings and has the confidence to present the product. He is a number cruncher and doesn’t quite know how to “cut loose” like his counterpart. However, as the movie goes on, you start to see Tommy adapting the best traits of Richard (taking the coaching, building his confidence to pitch and close the product) and Richard starting to learn to loosen up and have some fun.

As I mentioned earlier, you can always learn something from someone else. I have heard before that you begin to incorporate the traits of the five people you hang around most. This is often followed by a recommendation to make sure you surround yourself with other successful people if you want to be successful. That is all well and good, but I would take it a step further. I would also try to meet and spend time with people who are different than me, who have had different experiences, and who have different skills. Richard learned a valuable lesson, which is to not take things too seriously. Tommy learned valuable sales skills, which gave him the confidence to eventually hit his goal and sell half a million brake pads.

Keep this in mind the next time you are looking for some motivation. Sometimes the self-help books can get old, and the “pump up” podcasts can become tiresome. Next time, switch it up. Grab some popcorn and throw in the Chris Farley classic. I would be willing to bet you will catch yourself saying something along the lines of, “If Tommy can do it, so can I”, Remember the next time someone ask “What’s the best sales movie?” don’t be afraid to say Tommy Boy, if they haven’t seen it yet, I am sure they will thank you in the morning.

Now for some fun, let’s throw our favorite Tommy Boy quotes in the comments!

“Hey, that’s a pretty girl down there… I wonder if she goes out with one of the Yankees!”

Let me know your favorite quote.

Happy Selling,

David

Sales Lessons from The Movie The Sandlot

Recently my daughter and I re-watched the movie “The Sandlot.” It is a wonderful and entertaining film about friendship, growing up, baseball and adventure. I loved it. But within this film I noticed a very important business lesson.

The several pre-adolescent members of this rag-tag sandlot baseball team often would lose a baseball into the backyard of a mysterious recluse. The backyard itself was home to a slobbering, behemoth canine the size of a horse. Legend had it that any kid venturing into that yard would never return. Every kid was convinced that the dog had already eaten several brave but unwise lads who had dared enter the dreaded yard littered with bones and scores of lost baseballs.

A good portion of the movie is devoted to the team’s elaborate attempts to retrieve a baseball autographed by Babe Ruth that had been put into play through ignorance and inadvertently knocked over the 10-foot-high, steel-paneled wall into the backyard patrolled by the demon dog. They built contraption after contraption and used technique after technique, but each failed when lives were threatened and the dog toyed with their juvenile attempts to recover the treasured autographed ball.

Finally, after an unlikely chase scene, the ball is retrieved but the dog is injured in the process. Overcome by compassion and responsibility, the boys rescue the dog, befriending the beast in the process. They finally lead the dog to the front door of the mysterious recluse and, with great angst, knock — not knowing what wrath they will encounter. The hulking gent who answers the door turns out to be a gentle giant who is also a fan of the grand old game of baseball. Crisis averted!

All throughout the movie these kids use incredible means and wonderful creativity to try to accomplish their goal of retrieving their prized ball. An amazing amount of energy is expended but without the desired result. Sound familiar? Many of our businesses do the same. We are very creative; we think outside the box; we are incredibly busy. Action is the plan of the day. Yet, we find that our goals are illusive.

In working with to help them discover and become the kinds of businesses they really want to be, I often find that they are taking the “sandlot approach” to getting new business — lots of activity and creativity, very few results. Like “The Sandlot” boys, they focus on indirect approaches to acquiring new customers and building their businesses. They create and execute creative ad campaigns and produce beautiful literature. But what they do not do is identify specific potential customers and directly ask them for their business.

If you cannot identify specific potential customers by name, you’re taking an indirect approach to reaching your goals. Always take the most direct approach to acquiring business first. Only after exhausting direct approaches should you venture into the world of the indirect. In simple terms, here’s the hierarchy of contact:

1. A personal visit

2. A personal phone call

3. An e-mail directly to the decision-maker

4. A direct mail piece addressed to the person you intend to reach

5. A mailer addressed only to the company you targeted

6. Print ads in targeted publications that you know your customers read

7. General print ads in nontargeted publications

8. Mass media ads

The rule of thumb is this: Do first things first. Don’t move to No. 2 until you’ve exhausted your opportunities with No. 1. Don’t move to No. 3, until you’ve done all you can with No. 2 and so on.

If you follow this strategy, you’ll see better results faster.

The key reason for the failure of these “Sandlot” boys was that they ignored the most obvious and direct solution to the problem. When they eventually told their story of woe to the mysterious recluse he made this startling proclamation: “Why didn’t you just knock, I’d have gotten your ball for you!”

D’oh!

David

Top 10 Sales Tips from “Seinfeld”

It’s been over 25 years since Seinfeld show left the television airways, but it remains the undisputed classic television comedy. But here’s a little known fact: did you know that you can learn a lot about sales and selling from watching Seinfeld clips? It’s true! Which bring me to this weeks top 10 list,

I’ve gathered 10 ten clips, each of which illustrates a basic principle of selling, sales technique, or sales psychology. As usual, We will do this in David Letterman fashion.

From the home office in Panther Burn, Mississippi Here are

The Top 10 Sales Tips from “Seinfeld”

Here we go…

10. In sales, determination isn’t enough; you also need basic skills, like how to answer an objection.

9. If your offering is good enough (like the soup in this clip), you can actually increase sales by making it more exclusive and more difficult to buy.

8. In sales, as in all business, simply showing up is half the battle. Even if you don’t really do anything.

7. Newman’s Big Request – If your sales pitch does not work, don’t take it too personally.

6. BUSY GEORGE – Now you know why the marketing team always looks so busy.

5. THE TELEMARKETER – Make sure you cold-call at the right time.

4. ELAINE’S DANCE – Never drink more than just a sip or two in front of merchants or co-workers. Never.

3. JERRY BUYS A JACKET – Let the customer sell himself, then close the deal.

2. George’s New Suit – Never wear a completely new suit when meeting a customer for the first time lest you run into an unexpected “wardrobe malfunction.”

And the #1 Sales Tips from Seinfeld.

1. OPPOSITE GEORGE – If what you’re doing isn’t working, try something completely different.

Well there you have it sales professionals. We can find sales tips anywhere, all we have too do is look for them.

What should we do next week? more TV shows, sitcoms, movies maybe sales objections send me your thoughts an ideas.

Have a awesome weekend,

David

RE-RUNS – The Movie Taken – Tips to Grow Your Skills in Merchant Services

Happy Memorial Day everyone. While your out boating, beaching and BBQing, I’m relaxing and watching movies. I’m a huge fan of the movie Taken.
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5 Lessons from Christmas Movies

We spend a lot of time here as sales people on prospecting, making sales, always hustling to close more deals. But there is a reason we do all of things. The holiday season is a time to reflect on those reasons. and share with friends and family.
You don’t usually associate Christmas movies with lessons for salespeople, and that got me thinking. Christmas movies are full of warmth. Sales is demanding and relentless. Could we get this warmth to rub off on us as salespeople, so we can find more joy in our job?
So I picked five Christmas movies and got to work. Eventually I didn’t have to work too hard because, well, Christmas movies have something for everyone. They’re Christmas movies , after all.So, here we go.

1. Home Alone (1990) – Don’t forget the basics

Let’s start with a Christmas favorite. An eight-year-old boy is left behind at home by his family when they set off on their Christmas vacation. Two robbers decide to target the house, and a series of hilarious antics follow. In the unlikely event that you haven’t watched this one, now’s a good time to start. I mean, like right now. I’ll wait. It’s worth it. Back? Awesome! But what does Home Alone have for sales folks? One simple lesson. R emember the basics .
A family leaving their son behind sounds incredulous, but it’s happened . The lights, the gas, the windows-they’re always on our mind, but the children? They’re just supposed to be there, right? Not always, as it turns out. And that’s the kind of oversight sales folks can make too. We’re so obsessed with nudging leads down the sales funnel that sometimes, we forget the basics. Has that new lead received a welcome email? Has enough research been done before that call for tomorrow? What about updating a lead’s status in the sales CRM?Sticking to the basics makes a solid impression on prospects who are checking out your business. And a solid impression can be the difference when the prospect evaluates you against your competition.

2. Die Hard (1988) – Plan and execute.

Critics are debating if Die Hard is a Christmas movie , but I prefer to keep it simple. Think of Bruce Willis arriving on Christmas Eve to reconcile with his wife over her company’s Christmas party. The party is taken over by terrorists who actually want to loot the company. Bruce proceeds to knock the daylights out of the bad guys, saves his wife and ensures everybody goes home happy and safe. Sounds like a proper Christmas tale to me.With heavy-duty action, of course.
When you’ve just closed a deal, it’s tempting to yell, “Yippee-ki-yay!” (followed by the un-Christmas-like word). But that’s not where we’re going. Die Hard is about how you battle it out when the numbers are stacked against you. One cop versus twelve bad guys is no joke. One salesperson juggling seven deals is no joke either. So what do you do? Plan and execute.Your deal pipeline will always have a bunch of deals vying for your attention. If you’re going for all the golden eggs at the same time, you’re killing your chances. Treat each deal on merit, look at which stage a deal is in, and make your move. Follow the plan.

3. A Christmas Carol (2009) Reflect on yourself.

As most know a Christmas Carol is a novel written by Charles Dickens. Numerou s adaptations have been made for the stage and for the silver screen. I t tells the story of Ebenezer Scrooge, an old frugal perhaps greedy man, and how he is reformed by three spirits: the Ghost of Christmas Past, the Ghost of Christmas Present, and the Ghost of Christmas Yet to Come. It’s a t ale about introspection, the futility of hoarding, and the importance of compassion.Sounds too altruistic for sales? Perhaps. But A Christmas Carol has a takeaway that’s especially relevant for salespeople.Reflect on yourself. You know sales is not a “today” job; a win today is the result of a cumulative effort spanning several months. Therefore, make it a point to regularly take stock of yourself. Analyze recent conversations with leads. Reflect on last year and gear up for 2018. Ask yourself,Which pitch worked?Which email worked? At what time did a call elicit the best response? Why was this month better than the last? In today’s times there’s no shortage of data. Use it to become the best salesperson you can be.

4. Miracle on 34th Street (1947) – Stay honest.

Another classic movie-about a man who positively believes he’s Santa Claus-is rich in idealism and epitomizes the Christmas spirit of goodwill. It even has a scene where the protagonist sends Macy’s customers to a competitor for toys Macy’s doesn’t have! The whole honesty thing might seem like a bit of a stretch in the real world, but this is one quality that never lets you down . Even when you’re in a cut-throat job like sales.Stay honest. There are times when you know a prospect just isn’t meant to be. They could be asking for something you don’t offer right now. Call the prospect to describe the situation and shake hands over it. Or drop them a well-worded email. Either way,don’t offer something you can’t deliver on.

5. It’s a Wonderful Life (1946) – Don’t quit

It’s a Wonderful Life is to Christmas what cheese is to pizza. When you’re Googling for “best Christmas movies”, you’ll find this movie at one spot: #1 . And for good reason, too. It’s a Wonderful Life takes viewers into the life of a banker contemplating suicide, and shows how divine intervention helps him realize the value of life. For the Christmas season, that’s exactly the kind of feel-good fervor we all need. Two words sum up the movie’s essence.Don’t quit, A lost deal, lost merchant or a bad week out in the field doesn’t mean there’s no chance of a comeback. Yes, losing a deal sucks. Yes, they can be demoralizing. But step back for a moment and think about everything you’re capable of doing. Think about the difference you can make to the bottom line this month, this quarter, this year. And then step ahead. In this industry you can always go out a get more deals. Don’t ever quit!
That’s my top five Christmas movies,. Remember the basics, plan and execute, reflect on yourself, stay honest, and don’t quit.
From my family to yours, have a Merry Christmas and Happy Holidays!
Thanks for all you do, David Matney

“Work Hard and Stay Hungry. Lazy People Get Nowhere in Life”

“You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset”- Tom Hopkins

7 Things “Suits” Taught Me About Selling

The USA network use to have a TV show called “Suits”. It was one of my favorite television show because it’s the perfect mix of clever movies references and sarcasm.

As a sales person, I often watch Harvey Spector close an epic deal and wonder, “Will I ever score a deal like that?” I won’t be skirting the law or blackmailing prospects into signing deals, but I have learned a few things about sales from watching the additive TV series.

Lesson #1: Confidence is everything – Believe in your product. If you don’t believe in it, neither will your client or merchant in our case.A perfectly pressed power suit helps Harvey Spector, but so does knowing your product and services inside and out. Look good and sound good! That’s is key.

Lesson #2: Sealing the deal requires that people trust you. – You need to show the prospects you can be trusted. Prove you have experience closing deals in the industry. Prove that you’re a solid person. No matter who, people prefer to work with people they trust.Mike Ross didn’t sign Gillis Industries because he had the best offer. He scored the deal because he was trustworthy (or so he thought he was)!

Lesson #3: Learn by doing. – People are born salesmen. They can sell you an old ratty t-shirt and charge you $50 for it. Others, need to be thrown in the pool with the product and sell it to nearby swimmers.Fifth-year associate Katrina Bennett had to learn how to sell her ideas to Louis and Mike. She wasn’t in a classroom anymore and it took her a few tries to get it right. Practice, Practice, Practice.

Lesson #4: Know your audience. – Time and time again, poor Louis Litt shows us that people can be convinced of a bad idea by the perfect pitch. Luckily, you’ve got a great idea to sell.Pitch your services in a way that will appeal to your prospective merchant. Does she like numbers? Present stats in a relevant way. Is he swayed by kindness? Show him the impact this deal could have on his staff.

Lesson #5: Listen to your prospect and merchants – Your prospects and merchants know your product best. They use the product for their own needs, which are likely different from your own. Listen and adapt as they need it. You’ll gain a loyal merchant. This is the one lesson that never gets learned in “Suits”. Perhaps this makes sense as lawyers have attended law school (most of ’em!) and thus understand the law far better than their clients. When it comes to the services and products you’re offering in merchant services situation, you should definitely open your ears!

Lesson #6: Offer something that no one else can. – As the head eagle of the flock, Jessica Pearson holds the power to offer the top bonuses. She holds onto them tightly, but she hands one out when nothing else will do.For most deals, keep your deal-closing bonus under you cap. But, if you need it to close a big deal, offer your prospect a a bonus if the sign in certain period of time or offer referral bonus to existing merchants for referrals. Bottom line. When needed let it shine!

Lesson #7. Never underestimate the help others can give you.
On paper, Donna Paulsen is a secretary. In practice, she is the one person who knows everything going on around her. She knows strengths, weaknesses, and the moods of everyone around her. She knows when a deal is going sideways before it slips off the rails. Never limit the value of someone by the title on their business cards.
Suits is a great show and you can learn a lot about sales if you can learn to read between the lines sometimes. Check it out – SUITS is streaming somewhere I’m sure.
What TV show or movie do you like that gives you sales lessons?

Selling Tips From Hallmark Christmas Movies

Do you have a “guilty pleasure” for the Holiday season? You know, the one thing that you like to do during this time of year that you don’t always admit to the people around you? For my wife (and me) the guilty pleasure is watching Hallmark Christmas movies. Lots and lots of Hallmark Christmas movies.
In addition to the classics like It’s a Wonderful Life, Miracle on 34th Street, A Charlie Brown Christmas and A Christmas Story, some of our favorites are the ones shown on the Hallmark Channel. Some of you are reading this and you’re totally with me, while some of you are thinking, “Hallmark? Really? Who watches those movies anyways?”
Well after some bickering with the wife over this I did some research. The truth is it turns out that millions of people watch “Countdown to Christmas” on the Hallmark Channel each year!
According to Crown Media (the parent company of Hallmark) 75 million people watched their Holiday movies in 2016. The demand for the movies has been so great that while Hallmark Channel debuted only six original Christmas movies back in 2010, in 2016 that number jumped to 22!Yes, they all have some what same formula, a bit mushy for my taste, corny and very, very predictable; but that’s what makes them so appealing to the millions of people who watch them.
I know that some of you are wondering, “What does this have to do with selling merchant services? How does this help me?” My wife ask me these same questions. Let me show you.
The creators, writers of these movies give us a glimpse into what motivates people. After all, if these movies weren’t touching people in some type of meaningful way, they wouldn’t keep making more of these cheesy movies!
Here are some lessons that you can use that will help you with your prospects …

Lesson #1: There’s no place like home!

There is something immensely powerful about “home” isn’t there? Home is where you are supposed to be loved, accepted and known! Home is where you feel comfortable. Home is where things just feel right. This is why so many Hallmark movies have the main character go home again, after being away for some time. The hero discovers (or re-discovers) the power of home and family.Every time you meet with a prospect do your best to help them feel like they’re already part of your family and that they’re home.

Lesson #2: Sometimes you wanna go where everybody knows your name…. Yes like Cheers

When the main character in a Hallmark movie comes home, He or she is usually greeted by the people of their small town that are so happy to see them again. They stops into “Millie’s Diner” and Millie says, “Hi there you! Here’s your coffee, just how you like it!” The owner of the corner store gives them cookies to take home to the dad. They start to realize that people actually notice them. Not because of what they do, but because of who they are. They like that people know their name wherever they go.
We are all driven by the need for connection! We all want to feel loved, cared for, noticed and understood. We want to feel important and that we matter. So, show your prospects that they truly matter! Act like you’re happy they call (even if it’s 5:58pm and you just want to relax!) If they tell you they’re not ready to switch processors for six months be excited to help them anyway and follow up monthly! Do what you can to make them feel valued, cared for and understood! (And yes, use your prospect’s name during the presentation-but you already knew that…right?)

Lesson #3: Don’t give up!

During a two hour Hallmark movie, there is usually some type of big conflict around the hour and a half mark. This often involves the main character breaking up with the romantic interest, or leaving the small town and going back to the big city. After the moment of conflict the main character has to decide what he/she is going to do. What makes these movies satisfying is that the lead character always chooses to push through difficult circumstances, or are persistent in following his/her dream, and/or they choose to take the risk we all want them to take.
The takeaway for you is that you need to have the same persistence with your prospects! Surveys have shown that 60% of prospects don’t switch on the first try, sometimes it’s the fourth or fifth visit. So if they don’t sign with you right away, don’t give up and follow-up!

Lesson #4: Let them be a part of a “feel good” story

People love Holiday movies because they make them feel good! I mean, even Lifetime airs movies with happy endings during this time of year. (If you watch Lifetime you know what I’m talking about and I’m in no way admitting that I have ever watched Lifetime) Therefore, make a decision to be the best part of your prospect’s day. Perhaps it’s by being engaging and entertaining. Maybe it’s just by being kind and considerate. Maybe it’s by asking the kinds of probing questions that no one else does. Remember, if you want to win the hearts and business of your prospects, it all starts with YOU! To modify the famous Hallmark tagline, “If you care enough to give people your very best, they will give you the same in return.”
Now If you’ll excuse me… , I’m going to finish watching The Nine Lives of Christmas with that dude who played Superman…
What sales tips do you have from holiday movies?

Happy Selling,

David

“Work Hard and Stay Hungry. Lazy People Get Nowhere in Life”

“You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset”- Tom Hopkins