 Hey, you guys know me. I'm big on finding common ground with the prospect. I feel like the warm-up portion of a call, of an appointment is arguably the most important part of the sell period. That's one thing that I tend to forget when I still run appointments or talk to someone on the phone is that they only buy. Yeah, the value has to outweigh price. That's common sense. Yeah, they have to see value and what they're purchasing. But the fact that they like you, trust you, and that you have a relationship helps a ton. For instance, I just took a call and was able to close a couple of tickets. It was like 9.30 at night. I talked to the guy. A lead came in for our event. And I end up spending about 20 minutes on the phone with this person. A lot of people forget that they need information. They need to like you. They need to trust you. And that building a relationship is super, super important. So I'm gonna give you a few ideas in this video to find common ground with prospects. Everyone has something in common with someone else. Did you grow up in the same area? Do you like the same sports team? Did you grow up both going to church? Or did you, or are you in the same area where there's incredible weather today? Whatever it is, you've gotta find ways to find things in common with the person. Even if you can't find things in common, at least get them talking, get that relationship and that rapport process started. I mean, are you both family-oriented? Do you both love your family? Do they like to talk about their family? Do they have pictures on the walls to where they wanna talk about Susie or little Bubba? You know, whatever it is. Everyone has their people and their family that they care about, that they love about, that they will gladly like to talk about. We all have those in our life. And if you think about it, we're all naturally a little bit self-absorbed. If you give me a chance to talk about me, dude, I'm gonna do it for too long. If you give the prospect a chance to talk about them, they're gonna do it for too long. But I noticed that when I make sales, when they talk more than I do, the gift of gab is a myth. And when we have a relationship, when we find common ground and when they like us. So use these ideas and questions to build some common ground. You think about, well, dude, what's some specific questions? You know, hey, when I move from warm up to fact find, I always say, what got you thinking about this? That's a great way to get them talking. You know, we're, hey, you have a lovely home. Thank you for allowing me in here. How long have you all lived here? Are you originally from here? Just questions in general to get them talking, to find common ground, to build rapport, to build a relationship. Don't forget, when you're making a sale today, don't forget that the relationship is arguably the most important part of every sale.