 Now, we talked at the beginning about scripting, and I said, you know, I don't like using scripts. It's not that I don't like using scripts, it's that I don't like canned responses that you use for everybody. People don't buy from robots? No, robots. Robots, you can tell when somebody's calling you and they're using a script. Hello, sir. My name is Dave. I am using a script to call you right now. Would you like to buy this? We do like to buy this. No, but what we do is we create our own scripts. We create our own habits. We create our own verbiage that we use, and I'm asking you just to pay attention to that. So really what you need to do is you need to write this out on what you're going to say, or you need to use one of our scripts and make it your own. Absolutely. Or whatever the case may be, but it won't have likes like in there. It won't have honesty, honestly in there. It won't have trust me in there. I can guarantee you it won't have those things in there. It'll have a lot less words than you're used to saying. I believe in getting to the point, not pausing, not pausing until you've asked a question, rather than, hey, I saw you wanted life insurance, and then pause, and then crazy. I read an article this morning that talked about tone of voice, and how important tone of voice is. Sometimes sales presentations, we do a, some guys have a habit of going up at the end of their sentences, and it's these implied questions that leave space for things. Whereas we talked about the other day that the whole tone of your, of your intro and down goes right into a smooth question. It's a tone thing too, and you can kind of get into that. The best way to really grade yourself is to record yourself doing these presentations, or doing this script, or whatever the case. All in the phone, any of it. Yeah, just stand in front of a mirror and record with yourself. I used to have new agents go and read the script in front of the mirror before they started making calls, or I would hang a mirror in their cubicle. Yeah, absolutely. I think that's, we don't like listening to ourselves on recordings, but you will get a lot more out of this. That's one of the biggest reasons people won't. Get pride out of the way, quit whining, and just get better. You will improve much faster if you listen to your own recordings. And listen to it with somebody else and whatever the case may be. Douglas says just enough words to get the appointment and in the door. I love it. Get the appointment and get off the phone. I love it. Get in the door and yeah. You're right, Douglas. Thanks for joining, brother. Don't over talk. Don't put too many thoughts in. Hey, make sure you get some free leads. Make sure you call in A3340 agent. Make sure you go to the website, secureagentmentor.com, and check out the free page on how to close our leads. I mean, there's a ton of free training on that. Yeah, absolutely. You'll learn something. You'll learn how to close our leads. It's becoming one of the biggest hits on our website right now. Because it's actual truth. It's actually how. This is what's going to get you the best response. This is what's going to get you the most sales, the most closes, and this is how to do it. And I think we're, I got told you before, we're on the front edge of this wave of digital leads and how to really close them and getting rid of the bad habits. I believe the words that we use are important and the habits that we have are important. And if you can, because, you know, when you go through a slump, you've talked about going through a slump and what do you do different? Sometimes you just need to listen to yourself, record yourself on your presentation because you've got a bad habit in there that you didn't have six months ago. Back to the basics. And you don't realize it.