 You guys know me by now, right? We do enough videos, you guys see me. I'm huge on the relationship, whether it's tele-cells, field-cells, it doesn't matter. You guys know I'm huge on building the relationship. I believe that if the relationship isn't there, that they're not gonna buy from us. They'll buy from someone else that they like and they'll pay more money. Dude, I believe it. It happens all the time. I never sell the lowest product ever. I'm not always selling the lowest product at all times. You guys know I'm like, I would rather have the relationship than spend time building the relationship rather than just quoting them a price. Because in my experience, when I quote a price too soon, or when I quote a price before they are ready to make a decision without the relationship being there, that's why the warm-up stage of the presentation is so stinking important. The relationship's gotta be there. You want people to say yes, they gotta love you. You want people to say yes, they gotta trust you. You want people to say yes, they've gotta believe in you. They've gotta know, hey, this person has my best interest. Heart, they're kind, they're genuine, they're transparent, and I need to do business with them. Because if I do business with anybody else, I'm gonna regret it later. You gotta be that person that instills that confidence every prospect that you see. Because the relationship is literally all it takes.