 Everybody handles failure differently. People are more persistent, some people are less persistent. How do you guys handle failure? When I fail, I'm like, dude, I gotta get back on the wagon. I gotta freaking keep going. I hate failure. But I gotta be persistent at the same time. I love being persistent. When someone tells me, no, I'm like, dude, what can I do to turn that into a yes? So you start thinking about it. If you just accept no, you're gonna get a nose all the time. Don't accept no. But when you get no, are you gonna be that person that just, hey, dude, I'm gonna let it bother me. I'm gonna call less people and work harder or not. So I'm gonna pull one of our sales guys right now. Derek, he's our newest guy. Dee? What's up, brother? Give him some little helpful tidbits, because you've been hanging out with me a while. You've been hanging out with the team. Dave, sales director. We do sales training every morning. We do role-playing every morning. How persistent are we? Can I give some nuggets on being persistent, also getting rejected, and how we handle failure? Yeah, absolutely. I think it's key with your persistence to know who you're speaking with and what your audience is, because a lot of people are talking when you're trying to make a sale or working with people, but a lot of people aren't listening. So really honing in on what they're saying, not just thinking of your next response, but figuring out a way to work with what they're giving you. Use that, you know, bring it back in the conversation as well. If they're talking about their family or talking about their goals, incorporate that back into your trial clothes or something like that and really listen to them. Have you ever had someone tell you no, or that they weren't interested, or they didn't want to do it, they didn't want to buy it, but maybe they did it later? Yeah, they told me no, and they were telling me no to the wrong product. So they were one of the products we have, and then it came down to kind of a confidence deal. And so from there, I was able to shift the focus and really work with them and try to find the best products that we offer to help them out. Thanks, Dave. No problem. You can reach an A340 agent. All right, Dave, I want to get Dave real quick, too, though. We talked about a little bit of persistence, talking about the rejection, handling no, what does it really mean? Actually listening. We train our guys to actually listen. Like that's at their pre... How better than listening? Don't tell them. Dave, let's talk about failure. When someone fails, I know we're ridiculously competitive. Like the whole hanging bar channel, I'm like, dude, I'm not... This bothered me. It's going to happen, yeah. How do you handle that kind of stuff? When I get a no, I step back a little bit and I say, is it really a no? Is it that I didn't do what I needed to do? Is it that they don't understand? Because I clearly believe in what I'm saying, and I clearly believe they need what I have for them. So, odds are it's not a no. Maybe it's not right now. Maybe it's... I didn't explain it correctly. Let me step back a little bit. Let's reconnect. Let's figure out what it is that you're interested in and what it is that got us to this conversation. And it's not a no. It's a not right now. It's a not. They don't understand the situation. So I don't ever really hear no. I don't ever really hear no. There's never really a no. It's a miscommunication. I didn't do a good job. We got to figure out how we're going to work together. It's the wrong product. They thought you were going to mention one thing. They made some melts and you threw them off a little bit. Totally. Because they didn't ask the right question. I assumed they were interested in this or I assumed they wanted to hear about that. I wasn't listening. I wasn't asking the right questions. I wasn't really focused on what they're... It doesn't matter what I think. It matters what they think. And so it's never really a no. It's usually a miscommunication or something. Be persistent. The moral of the story, be persistent when you hear no. Be reasonable. Keep going. Don't be reasonable. When failures happen, how do you get back up and overcome those? How good are you at handling rejection? I want you to experience so much freaking rejection this year that you're immune to it in 2019. I used to work with a guy that actually counted the no's. He didn't count the yeses. He didn't celebrate the no's. He counted the no's. Because he knew that if he got eight no's, that next one's going to be a yes. Exactly. It's not about the no's. It's about how you're going to handle these things, how you're going to get past them, how you're going to deal with it, and get to the success. Celebrate the no's. That's what we do here. We can never help in any way. SecureAgeMeter.com and 833-40 AG. We've got a whole team of several rooms here to help you handle rejection. Failure. The word no. The word yes. We are here to help you. All of us. You ever need us?