 When you're a phone salesperson, visually three things you need to know, okay? And I'll put them in priority order. Number one is preconceived notion of what they need. So every single person you talk to has a preconceived, very few people, even if they say they don't know what they want, almost everybody has an idea of what they need. Number two is risk tolerance level. Are they a low risk taker, medium risk taker, or high risk taker? And number three is their cash in the bank. Okay, you gotta know those three things. I've been on some calls with people who work for me and I'm like, how much cash do you think? And they're like, oh, they got a hundred grand of cash. Then I get on the phone, I extract always. I can always extract how much cash someone has. The guy I just talked to has 700,000 of cash. I know, because I extracted it very carefully. I'll record a separate video on how to extract, like if you're a CIA agent, okay? I can extract from anybody.