 Betty I think you should buy insurance and I think it's going to be amazing and guess what? You're going to love me Tonality matters right voice inflection matters. I get excited Maybe to extinguish a point, but if I want to get serious about an opportunity that's available that you should do right now Maybe I should slow down and my voice should go down okay, there's ways to keep someone's attention when you're using the phone and Tonality is important voice inflection is important if you want to Extentuate something right Maybe you want to close the deal. Maybe you won't get super excited and get I always slow down. I get deeper Right and I focus on closing the deal because then it sounds more real and serious and it makes you more of the authority figure in Control right some people view big upward movements and invoice sometimes as fake I don't know that it's always fake if it's real. It's real right. Don't be fake be real be authentic Right don't create some version of you be you right But realize that tonality and voice inflection matters especially you need to notice Miss Betty how you doing today is Different than this Betty. How are you? That's a boring freaking person right, but there's a difference that that instance is good, okay? When you're later in the cell higher is maybe not as good. You should do the 15,000 or Miss Betty I really believe you should do the 15,000. What do you think right? You see how it matters? It affects the cell the tonality the voice inflection realize that those things matter Those are the pieces you need to be trained on you be thinking about you need to be role-playing on you need to be Listening to your audio recordings of your calls I used to have this little recorder Dylan in my desk that is I think I still have it actually I need to find it that I used to like press record when I was making calls and And I would stop it after the call and I would go back and listen to the call and I did this for thousands of calls What did I say? Oh Cody? That was really dumb. Why'd you do that? Right? But if you don't record it, you don't know okay, or I'm like you sounded fake or oh you should got more serious and took control Right, you can notice those things if you don't record if you don't try to learn if you don't realize that tonality and voice inflection is important Then you probably won't do it right? You know probably struggle so I encourage you to realize that matters And maybe give it some focus