 As we go through some of the mistakes today that people are making, this is one of the first mistakes that people make, by the way. One of the number one, some of the big doubts and mistakes that people do, by the way, is people ask right off the bat, is this Betty, are you Betty? That's an Iowa internet, Brian. Use the clients. These are mistakes, by the way, asking about the person, right? Using the, using clients last name, right? Using your last name and your company name, okay? If they're not with your company and your company name doesn't help you, then do not use it, right? These are big mistakes, by the way, okay? Who is already like, I'm making mistakes and I'm hearing about mistakes that I'm already making and I've just made them yesterday and I didn't even know they were a mistake, okay? So that's why if you get one nugget today, if just this changes the game for you, then it's worth $490. If you make a lot of calls, it's probably worth $4,900, right? And then pausing. This is horrible. The example of the wrong call, most people make this mistake when they're making calls, is they pause and I freaking hate it, okay? It kills me to hear people pause. Here's the example of the wrong call, by the way, okay, on page eight. Hello, is this Betty? I hate when we do that, okay? That piece right there drives me nuts, okay? That piece drives me nuts. This is Cody Askins with Secure Insurance Group. How are you doing today? Okay. This is, I'm like cringing. I was using some of these until I saw you on YouTube. Thank you. Okay, thank you. Hey, oh, I'm good. It looks like you responded online saying you would like a quote about buying some life insurance. Boom. Then we pause, okay? The pause, these markers aren't better, by the way, is the death of the call. We might as well throw these camellios away, okay? Death of a call. Now you're like, well, when do I pause or do I just talk forever? Okay, the only time you pause is when you ask a question. That's the only time you are actually from now on legally allowed to pause ever, is if you finish with a question mark on the end. Because most people, literally, this is, I'm telling you, this example is wrong. Some of you are like, dude, this is basic stuff. I'm telling you. 90% of agents make this mistake right here. Before we even get into the rest of it, 90% of insurance agents literally make this mistake right here. 90% make this mistake. And 2% more likely. Well, there you go. That's right. That's right. The 8% nation, for those that haven't heard about the conference in Dallas, we have 800, as of yesterday morning, we had 800 tickets, 810. I need a new pop socket. 810 tickets sold for an event that's supposed to hold 850 to 988, depending on how we set up the room. So we don't have a lot of seats left, okay? I mean, you can get it virtually right now, still for, I don't know, less than $100, by the way, okay? The wrong call, okay? Here's what I want you to do is you're listening to me today and you hear some big pieces, some big takeaways. You can't take it all away. You can take it all over time, but you can't adopt and apply it all immediately. You need to get to where you try to identify a couple things that stand out to you that you put on a pad. You've got your workbook, but then you put on a pad over to the side, like, this is a big takeaway for me, okay? Because at some point, I'm probably going to have you email me your big takeaways possibly, okay? So here's what I want you to do is I want you to keep track of what all those big takeaways are, literally, down through the pad today so that you can go back and say, okay, my big takeaways are this, this, this, this, and this, right? So that you can actually go implement those immediately, okay? Because that's important, by the way, and you can't take it all away. It's just not possible, okay? It's just not possible. So the wrong call is an important piece where you got to understand some of that, right? And you got to get to where you specifically leave some of that so that you make sure that you do not use that, okay? Because the wrong call is a big piece that a lot of people use that they make a mistake with, right, in some way, okay? That they make a mistake with in some way, right? We'll probably get through a little over half the workbook in the morning, I'm guessing, before lunch, before noon. We may push through and not even do a quick break just because it's only two hours in the morning, so I think I may adjust that, by the way. Because we got a lot to get through, we got a couple surprises in the afternoon, so I want to make sure that we get through all this, and again, Cassidy and the team have done an unbelievable job at, even her husband, Marshall, at freaking vetting and putting tons of stuff in this workbook, okay? Let's give a thank you to the staff, by the way, our team. If you guys can do that in chat, a thank you in chat to panelists and attendees so they can see it, by the way, because they're not all a panelist, okay? We got Dylan behind the camera, okay, who does an unbelievable job, right? We got Cassidy, who does all the event coordinator, she does everything when it comes to events and workbooks, okay? Kelly, who manages my schedule and also makes sure that a lot of you guys get what you need. Andy, right, who is sitting there making sure that everything is operating and executing, right? And then Brett, who's our technical director, IT guy, he actually made sure the landing page was right, all the stuff that we're going to go, all the surprises are right, and then our sales team for getting you on here, and for me, for getting behind the camera and making you buy it, okay? Because I can tell you, it's going to be a big, big, big day for you, so thank you, okay? Thank you guys. Appreciate that. We can't do it alone. You guys need people, and you need people, okay? The one thing that we're going to talk about at some point when we do the million-dollar math is for you to earn millions, you need people, right? You need people. Who realizes in chat that you need people but you don't have any people yet, okay? And thank you guys for being here, by the way, okay? Which allows me to do what I do because I just love doing this kind of stuff, so if nobody buys and shows up, I have nothing for me to do, and I absolutely love what I do, so thank you, okay? Thank you. People, you need people, but you don't have any, and I'm going to show you at some point, we're a business expansion workshop, I think we have a couple seats left there up to like 24 people, I think, next Thursday and Friday in Springfield, and that event is all about expanding with companies, people, LLCs, onboarding, hiring, firing, training, etc., okay? So if you ever want to have people, the business expansion workshop makes perfect sense, right? Now let's move, okay? Thank you guys for being honest, by the way, okay? You need people to make millions, right? Let's move to number nine, the right call, okay? The right call, right? Number nine, the right call. Hello, Betty, you notice I did not ask the person, okay? This is Cody, I didn't use their last name, I didn't use my last name or my company name, right? This is Cody, getting back to you about your request for the new blank, okay? And you could even insert one other question, like you listed your favorite hobby was fishing, I'm assuming that you remember doing that, correct? Yes, okay, great. Then you move into I'm the local foot underwriter, I'll be out in your area on Thursday, should I drop off this information off in the morning or in the afternoon, which is better for you? What you'll notice though, the importance of this, right? Because this isn't a phone sale, this is an appointment setting script, okay? And whether you're doing appointments or phone, it doesn't matter, it's all the same, either way you're trying to earn millions by phone, yes or yes, okay? So with the right call, what's happening though is, as you notice, okay, and the right call is number one, we're avoiding these mistakes, but I'm not pausing unless I ask a question, right? That's the only time when it's okay to pause when I ask a question, but you'll notice that, like I even inserted an extra question right in the middle of it, right between, in this pair of right between information and I, I inserted a question right here, like, hey, you listed your favorite hobby is fishing, I'm assuming you remember doing that, correct? Yeah, right? With the head nod, the yeah, okay? Tell me you were nodding your head and you're, and you're like, why am I nodding my head? I mean, I'm just watching him, I'm watching from India and I'm nodding my head because Cody is, right? Yes or yes, who did that, by the way, okay? When I was talking to you, I was nodding my head. Who? In chat, let me know, who started nodding your head and you're like, crap. And why am I mentioning that? Okay, thank you. Why am I mentioning that? Okay, Steve was like, yep, yep, Gabriel, Leslie, okay, Lyssa, why? Not, right, Nadia, why? Because, because Francia, okay? Why? Because those are some of the selling basics, smiling, nodding your head, right? Some of those extremely smile, like the selling basics that you need to incorporate before you can get advanced, by the way, okay? And even when I'm on the phone, I'm still going to nod my head to keep them engaged, okay? I'm going to find my other, my new, oh, there it is, okay? My new phone over there, by the way, at some point. I'm still nodding my head. Why? Because, okay, thank you. Why? Because this is a big phone, okay? Who thinks you could earn millions by phone using this thing, okay? Four, one, seven, three, four, three. Oh, that was my cell phone, okay? Who, who, that earned millions by phone. And some of you are like, dude, I'm not nodding my head. When I'm doing it, I couldn't help it. I didn't say when I, when I roleplayed that with you guys and had fun with you for a second, but I was going to nod my head. I just did it. Okay, I just did it. I just said, Eric, are you with me? You're with me, aren't you? Yeah? Yeah? Right? Like, you got to be, I'm also, I'm also, I'm also helping the answer. I'm helping the answer. Like, it's a science. It's a psychology to get people to answer the way you want them to answer. And when it comes to getting what I want and asking quite and utilizing questions to get what I want, I'm the best in the game. And, and you need to realize you're the best in the game too. Or you got to develop it, get on the cell system, right? Start roleplaying and, and make sure that you are the best in the game. Okay, the best in the game, right? So here's what I want to do. Okay, at some point, right? At some point, at some point, I want to make sure that we are helping you get better, as I'm making some notes for myself, is that helping you get better every single day, by the way. Okay, every single day, right? Every single day. Okay, I want to add, okay, because I want to make sure that, I'll wait on that, because I want to make sure that if you're not developing these skills and focus on a daily basis, it's all going to fall apart. Like if you're not focused on getting better every day, like I train myself team twice a day, why? Because literally it takes half a day that it takes half a day, a day, two days, a weekend, a vacation to get rusty. Like how many realize, yeah, it takes less than 12 hours to get rusty. Exactly. Yeah, Anthony gets it. Like it take doesn't take long to get rusty on the phone, by the way. So we train twice a day every single day on the phone. Okay, on the phone. Hey, if you enjoyed this, I got another one, you're gonna love. It's right there, click on it, see you in there. I used to knock on the door of the brokers. Wow. So I used to make connections with brokers. You're gonna be a good salesperson and good with people to connect with a wall street broker like you have to right there, cold, right? You have to and you have to find out that point that they're looking for. How much money?