 Hey, you guys know trial closing is a real thing. Whether you've thought about the fact that you're using trial closes in your presentation right now, what have you thought about it before? You're doing it because when you ask someone, hey, who do you want your beneficiary to be? How do you plan to pay for this? How much coverage do you need? What got you thinking about this? Do you agree that you need this? All those things are trial closes. Getting someone to get closer to making a decision, the whole purpose of trial closing is to ask questions that get you yeses, that get you closer to them saying yes. It makes it easier. Trial closes, the definition of trial closes, if you look it up, it probably isn't there. But if you looked it up, it would say, hey, these are the things you ask so that when you get to the end of the presentation, it's easier for them to buy. It's easier for them to pull the trigger. It's easier for them to say yes in that moment. I want to hear what are some of your favorite trial closed questions. Put them in the comments below. Give us a like because one of the biggest things that I do is after I've warmed them up for a few minutes, I love to start off the second step of the sales presentation, the fact-finding portion by saying, hey, Betty, I appreciate you allowing me in your home. Thank you so much. What got you thinking about this? That's my best. What got you thinking about life insurance? What got you thinking about this? Why did you allow me out? What got you thinking about all this craziness? What allowed such a beautiful looking dude to come out and talk to you today? There's all these things. Everybody's different, but you've got to know what you're going to ask, when you're going to ask it. You've got to know that what you're asking is going to get you closer to the close.