 What I want to talk about today is kind of how you handle a lead when you get a lead. How do you handle it? I think every business handles it differently Recent study said that an average lead response time for a salesperson on average is about 47 hours Well, I don't know about you, but I see billboards. I get texts from companies emails like crazy Advertisements all over the place normally at 47 hours I've either found another alternative or I've simply made a decision on something else that I That maybe does the same thing If you pass the pin around Naturally, and I've seen this in a lot of examples and I used to think okay. What would how would I handle that? What would I do? Well about 90% of salespeople I believe would if I if I handle the pen and say hey, sell me this pen would naturally say well, it's beautiful It's awesome that writes. Well, I promise it'll change your life You'll close more deals because you own this pin. Well in reality we're we're selling we're regurgitating we're talking and Same same can be said in in in in sales and in response to leads Rather than handling it that way We don't know if they're in a market in the market for a pen We don't know what kind of pen they want We don't know how soon they want a pen and so asking questions getting to know them I find that I make sales and that our team makes sales when we get the prospect talking more than we do And so when there's that exchange and they talk more than we do we're asking the right questions We're asking open-ended questions And we're getting them to sell us the pen rather than us just forcing a pen up on them They may not even need a pen. They may not want a pen They didn't say they did and so I use that as an example because it gets me thinking okay when I get a lead Rather than saying hey, you need life insurance. I need to come over at two o'clock What are they thinking and so a question I use when we get a life insurance lead and I have our team use is hey What got you thinking about life insurance? Hey, I'm headed back to to Springfield I just almost said Kentucky. I've been in Kentucky for a few days. I had to meet with an agency on Monday Great start to the week had a great meeting Awesome trip took my boy DK went to the Kentucky game. We were in Louisville for a couple of days They they they brought home the dub against Vandy We also went to obviously went to Lexington for the day had a ton of fun good meeting great things are happening We're rekindling the friendship flame here hanging out He said I said the weirdest craziest stuff dude, I do man. I did I know I do we had We had a ton of fun great things are happening is curage at mentor our final expense appointment setting service is taking off like crazy. I had a fantastic huge marketing meeting with a Nice size agency there in Kentucky. So it's a blast everything's everything's going well. Hope you guys are having an awesome week Thanks for tuning in