 I am sitting here at Dylan's station where he edits videos constantly three screens even a laptop four screens I mean the podcast and we get a lot of questions on our YouTube channel But if you haven't subscribed to yet, you may want to do it We're in 9,054 subscribers currently and one of those popular questions that we get is all about hey, Cody I'm struggling with building a relationship with the prospect and I actually believe that insurance sells as a relationship game I think that the relationship building a relationship warming someone up is the most important part of what we do If they don't like you if they don't trust you if you don't get along guess what they're not gonna do business with you That's common sense, right? That just happens. That's part of it but if you don't take time and Slow down most people most people getting such a hurry that they Literally just think okay. I got to get to the cell as soon as possible So they like rush the whole thing right when I get in a sales appointment. I try to slow down I Realize that this isn't a sprint It's gonna take 45 minutes 60 minutes 90 minutes sometimes even two hours But when you understand that it's a relationship game and you slow down and you take time to warm them up fact-fined ask questions get to know them And actually give a crap Then you'll see your closing rate go up because people buy From people that they like and trust now should they need the product? Yeah, should they have kind of should they be able to afford the product? Yeah, but if the relationship piece isn't there it won't matter Okay, I want to throw this up on our YouTube right now because this is something we get asked about a lot And I want you to realize that yes, you should be great at phone calling Asking questions presenting building value closing referrals follow-up cool down all those other things Prospecting marketing branding building a business payroll managing an office your agency all those to your client base, you know all those things But if you but just never forget that insurance sales is a relationship business