 You want to win over a prospect? You want every prospect to end up buying from you? They need to like you. They need to trust you and they need to know that you expect them to do business with you. One of the first things that I think of when I think about winning over a prospect is asking questions to get them to talk more than I do. I need them to talk more than I do. The whole gift of gab, that doesn't win over prospects. The prospects, they want to kick you out of the house. They're so annoyed by how much you talk. You ask questions, open into questions. Like, hey, what got you thinking about this? You get them talking, expressing, talking about them, and then that's how you get people to trust you, like you, to get them talking and to get them talking more than you do. Another way is when you get them talking, be relatable. What do I mean by be relatable? I mean, focus on relating with them, focused on having fun with them, joke around with prospects all the time. I made a sale up in Columbia, Missouri, door knocking this Section 8 government housing area, selling final expense, and I took out, I took a new agent. My sales manager back when I was about 20 years old, 19, 20, I don't know when it was, took me up to Columbia with a brand new agent that was struggling and wanted me to door knock with this agent, because he had noticed that I was making sales from cold door knocking. So he said, hey, I want you to go door knock with this agent. When I got in, this agent saw how much fun I like to have with the prospects, how much I like to relate to them, how little I actually talked, how enthusiastic and crazy I was. The fact that I was high five in them by the end of the appointment and by how much I was complimenting them and hey, dude, you'd be great at this business. You're super, I would tell the prospect, Mr. Jones, how awesome you are and how fun you are and how great of a personality you have would be great in this business. No wonder you thrive throughout your life. I'm complimenting them, I'm building them up, I'm being enthusiastic, I'm high fiving. And by the end, once they like, trust, they're comfortable, they made a decision. And what's really funny is that same new agent had just door knocked that house the week before. Dude, they didn't even let him in the door. And I'm like, dude, let's go back to that door and I'm gonna show you not only how to get in, but how to win them over, win friends and influence people, how to be enthusiastic, how to be relatable, how to get them talking about themselves and how to get them to do business with you today. So when you're thinking about winning people over, remember that story that just because someone to let you in once doesn't mean that there was no chance that they were ever being sold, we just gotta think differently, be differently, get them talking, it goes back to being unique. You wanna stand out from a crowd of thousands of insurance agents? You wanna win people over? Think about some of these things, have fun with them. Don't forget the human aspect of doing business with other humans, they want to do business with someone. They're just not sure that it's you yet until you tell them why they should do business with you. Thank you.