 Welcome back to Tell us those tycoon. I'm Cody. I'm Jacob. You've been missing us You've been thinking about it mom and this is why we're gonna give you this steps to the cell. Yeah when you Get on a road trip when you want to achieve a goal when you want to lose weight What do you do? There's got to be some steps to set you get organized you figure out What's gonna get you from point A to point B the same can be said for insurance telescope. Oh, yeah warm up to Thank for the business. Well, yeah Well, and the biggest the biggest thing that that we've noticed especially a step Yeah, and we've got an eight-step breakdown, but we've gone through and we've actually kind of dedicated a time slot to each one Because there are some steps that are more important than others for us building rapport is that warm-up It's huge building rapport getting off the ground building that relationship and there's a lot of times an agent will rush it Yeah, 60 seconds in they're moving on. Oh, yeah, it is going to affect the cell in the future Absolutely, yeah, and we and we tell our agents to spend at least ten minutes with the client warming them up getting to know them Building that rapport before they move on at all. We don't talk about anything until we have a solid solid relationship Have some steps and go make some freaking money