Telesales: Mastering the First 30 Seconds

okay so this meeting again isn't going to be super long mastering the first 30 seconds of a sales call um doesn't take a long time there's really just a few key things that i think you probably already know to do but what happens with a lot of sales people is they just get fatigued and when you hear no no no no no you know time and time again you just get exhausted and you uh stop trying and you probably just psychologically just want to move to the next call because everybody just wants the low-hanging fruit

and i mean you know me included um but when we're doing telesales in any type of telesales business or environment um that's not always the case and uh where i want to start is really just kind of taking a few steps back and talking about the psychology of a buyer um because if you can really remind yourself of this uh on a daily basis then um i i personally think it helps me push a little bit more because i'm the same way so uh and you may have heard this before too it's nothing new i

didn't make it up you know i've been told it multiple times and it's still nice to hear it again so the psychology of a buyer because there's so much noise you know in our world and we're getting just mass information from every different direction we've been trained to stay on our path and keep moving forward and limit as many distractions as we can get along the way to get whatever we're doing done um and if it's just noise and if it's not something we want to deal with we just move on so a perfect example

would be um my favorite example is when you're at the mall and you're just walking in the open part of the mall and you have those little kiosks or you have the women standing outside of the makeup stores and they're trying to hand you samples which men you may not know that happens but it does or people at the kiosks that try to stop you when you're walking so this isn't something that you had intended to stop and look at they're literally trying to interrupt and intercept you and your immediate reaction is is what no

no thank you no thank you i'm not interested and you want to keep walking because you want to stay on your path you don't want to get stopped and derailed you don't even know what it is really you don't even know what you're not interested in right you just know i don't want to be stopped right so that example is the same for people that get sales calls all day um and that's just the the first mental block that you have to realize is happening the second mental block is you walk into a store in

which you intend to buy something or you intend to browse or you intend to whatever the case may be you have intent to buy and um the classic example the salesperson comes up to you and says um is there something i can help you with today what do you say no just looking no thank you right no it's no and why do we why do we say no because we don't we don't want to be interrupted we don't want to be sold we just you know we want to look around and make our own decisions

but a good salesperson will start seeing you you know browse through things and you know take things off the rack maybe hold them they come back you know ask you if you want a fitting room or whatever the case may be and they start just kind of like breaking down the walls a little bit um and notice the type of things that you have and you start chatting and you know you end up being okay to to maybe have a conversation and engage with that person but the point is is that is how everybody thinks

so even if you're calling someone and they say nope not interested it's not because they didn't inquire it's not because you know we're we're just getting fake information from the internet um i mean it's because they don't want to be derailed from their path okay most of the time and so when but you're going to get those no's not interested i never inquired a lot you know we're we're in telesales guys that is the reality of the business that we're in and you are going to get a whole lot more no's than yeses so if

you can master the first 30 seconds of your call it won't work every time but i can guarantee if you never try it it's never going to work right you'll never overcome those objections and you'll never get to the place where you'll say wow you know i actually sold a you know couple extra policies this week because i pushed a little bit further and it worked so you can't make the mistake of trying something new a couple of times it not working and think it doesn't work right that's the other mistake that a lot of

salespeople make is well i tried that and it didn't work so um my recommendation is if you don't already have something that you're really comfortable and confident with that i'm going to share with you a few things that i do off off script that i have found work for me and are successful um now i wrote down um six most common objections that we get um and i just want to let you know if i just want you to tell me if i'm missing any so i have i just want the price um that's if

somebody you know is has their wall up and they don't really want to engage in talking to you i really don't have time i'm not interested i already purchased you know i'm at work i was just curious but i really didn't want any calls what else are we getting i don't feel good okay anyone else i'm on my way to an appointment i can't talk right now okay on my way out oh i have a good one oh sorry here's one dana yeah go ahead i didn't ask for this information yeah that's fine um didn't

inquire yeah didn't inquire or how many times do you call people and they're all in a meeting yeah yeah pick up physically every tell you that all these meetings they pick up the phone and they're meeting to tell you that they're in the meeting and they can't talk so that makes so much sense right yeah so the point is all the objections for the most part they're they're the same it's just a different it's just a different excuse it's whatever excuse they're programmed to say if they don't want to talk to you so first thing

we're going to break down is just the opening sentence and then we'll take it from there so in the opening sentence i'm not necessarily saying that people are saying this but i have heard it a few times so if it is true for you i want to make sure that you stop immediately and the first one would be um hi is dustin there or hi i'm looking for dustin um because that obviously is a green light to say oh i'm sorry you have the wrong number or dustin's not here right now or um right so

you don't want to give them the opportunity to respond in a way where you won't get to the next step you always just want to if the gender that is picking up the phone is the same gender as the name and most of the time you can tell it's hey dustin right um it's or or hi dustin right it's just um it you want to make it sound like do i know this person you know it this person might sound familiar so um that would just be the first thing that's pretty simple but if anybody

is asking that's a really really easy thing to you know stop right there next thing is hey dustin uh this is dana and i don't want anybody to say from tailored legacy from lincoln heritage a lot of people say that and it's not in the script and the reason it's not in the script is because it doesn't matter at this point it's not about us it's about the person that we are calling so hey dustin uh this is dana and uh and and that's that right there that little intro is enough to get someone a

little bit curious about who i am why i'm calling and do i know this person um once you say you're from a company then your chances of continuing that call go down does that make sense to everybody yes yes yes it does okay so i have a question yes so then when they they asked when i when i say you know you know hey this is um you know brain look for whoever but when they say who are you calling with what what company is this do we say lincoln heritage or do we say tailored

legacy you don't say either at this point so i'm going to continue breaking down the intro sentence so um take notes if you need to and then we'll go back to that uh question uh after the intro so um hey dustin uh this is dana um and and the the the reason you're getting that question brandy by the way is because you're pausing you don't want to pause pausing is suicide so you never want to pause until you're ready for that pause or you've ended your sentence with a question um so hey dustin this uh

it's dana um i was calling about your request for information on our life insurance program for seniors and i'm showing your date of birth as january 1st 1950 is that correct and so no pause until the end of that now you're going to get all of your 500 million objections unless they're okay to engage with you which you know that's not incredibly common but you don't want to allow for any pauses another mistake is uh let's say you do the first five seconds right so hey dustin uh this is dana or hey dustin this is

dana from taylored legacy how are you know how are yous you don't really mean it they know you don't mean it it's not genuine nobody cares how either of you are doing at this point so if how are you is in your intro that has to that has to go to know how are yous it's not genuine at this point so and it also leaves room for pausing it it's it's awkward why do you want to know how i'm doing i don't even know who you are so i know one guy that said i was

rude because i didn't ask it's okay it's that's an anomaly it's one in a million don't worry about that don't stress about that um have a quick question sure um so i've had a few instances where um the date of birth is actually not there so what do you suggest we do to keep that fluid even when we don't actually have that information so if it's a lincoln heritage lead and it'll tell you that on the lead form itself they won't have date of birth but they'll have age it'll say the age i'm showing your

age listed as 75. is that correct yeah so same thing but just list the age all right so now we're going to insert objection and the great news is it doesn't matter what objection they give you it doesn't matter if it's i just want the price you know i was just looking for a price i don't have time right now i didn't request this information i'm not interested i already purchased you know i was just curious but i didn't want to call um you know i don't really feel good right now i'm on my way

out to an appointment i didn't acquire i'm in a meeting whatever i don't care what it is your response is going to be the same every single time and the response is oh i understand it's agreeable it's perfect no problem so it's it's agreeable um it is uh and you don't pause or hesitate right oh no problem i understand i just have a quick question or okay no problem i understand i just need to verify the information you sent over i'm not selling anything right now and i'm not pausing to the customer i'm pausing to

you right now to give you time to um kind of internalize what i'm saying so oh okay i understand no problem i just either i just have a quick question um and we'll come up with some questions for this call or okay no problem i understand i just need to verify the information that was sent over and i'm not selling anything right now um i'm showing that your your address is one two three main street and um let me see but and your last name is jones perfect and are you you know just out of

curiosity are you not interested because you think you um you know do you think it might be too expensive or um that you might not be able to qualify and that one typically works for me if it's a false objection pretty often at least the whole point of this is just trying to continue the momentum of the conversation and trying to get them to engage this isn't a magic pill for it to work every single time i would say that for me it probably works 15 to 20 percent of the time but that's a huge

number in the grand scheme of things you know because if somebody really wasn't interested or they really didn't want to talk to you they would say not interested click but have you ever noticed that someone would say i'm not interested or i'm in a meeting or i didn't inquire and then they pause they pause and they're still there why if they really weren't interested i'm not interested by but they say whatever they say and then they pause they're giving you a chance to respond yeah they're curious so you have to take that opportunity and respond

the best way you can not say okay thanks bye well that's also suicide that's because you don't want confrontation you don't want to fail and it doesn't matter even if you try and they still say no well they were gonna say no anyways because you were gonna say thank you bye and move on to the next call so what are you really losing by the way and attempting the okay no problem i understand i just have a quick question for you i'm not here to sell you anything right now and when you say i'm not

here to sell you anything right now it's because i'm not selling you anything right now but i might sell you in 10 minutes so it's it's just how you say it and and again getting into the psychology because someone doesn't want to be interrupted and they don't want to be sold so even if you have to use it as an opportunity to move the conversation going you can you'll find that there are people that that will continue to talk to you and you'll start uncovering those false objections but it's very important that when you do

respond okay you know i totally understand i'm not selling you anything right now i just need to verify the information you sent over um are you at 123 main street okay perfect and um just out of curiosity you know you said you're not interested is it because you think that it's not affordable or that maybe you can't qualify and then they'll tell you they'll respond they'll give you another objection or reason that they're not interested and that will allow you to what respond again so that and once you get to that point it's you know

right into your uh sales presentation or trying to uh overcome another objection so they neither of those work they said no i already bought oh perfect that's great right you're always agreeable wonderful that's awesome you know a lot of people like to put their information to multiple companies so that they can get more than one quote you know and compare make sure that they have the best option is that true for you see every time i end a sentence i'm asking a question so i can get them to respond back to me yeah that's true

um okay great so if you just have one minute i already have everything prepared for you i just need to ask you a couple more questions and we'll make sure that what you had is the best option for you and um i don't ask for permission really by saying is that okay right another big mistake people are are making is asking for permission and that's also suicide because most of the time they'll say no it's not a good time can you actually call me later and then they'll never pick up their phone again so um

okay perfect so that that's great you know a lot of times when people inquire online they like to get more than one quote make sure they have the best program for themselves you know is that true for you okay awesome if you just have one minute i just have a couple questions that i that i want to ask and and i'll send you on your way so um you know what expenses were you looking to cover in the event you pass away with the policy and you just keep trying to move it forward as oft

as much as you can until it works so anybody want to be brave enough to be the salesperson and roleplay with me on it i'll give it a try all right jesse um so go ahead and and you call and i'm the customer hello dana uh yeah it's dana hi dana this is jesse i was calling regarding your request for information on our life insurance program for seniors and showing your date of birth here is february 19th uh 1952 is that correct uh that is correct but i don't think i inquired to get any information

okay that's great um i just need to verify that's that's that's a good one and i yeah you got it that's okay it's just oh perfect i wanted it right and i wanted to be relevant relevant enough but it doesn't have to be it can be the same every time oh perfect i understand okay i just need to verify this information and i'll send you on your way um or you know just something real short and verify information ask another question um so the question could be um you know verifying that information asking the question

and then saying oh so you know you didn't inquire were you just trying to get information online maybe or um that would make it more relevant but really they're just saying i'm not interested so you could still say the same thing you know oh are you not interested because maybe you saw some rates online you think you can't afford it or um is it because you think maybe you can't qualify whatever it is but anyway let's try again okay uh hello dana yeah it's dana hi dana this is jesse i was calling regarding your request

for information on our life insurance program for seniors um showing your date of birth here is february 19 1952 is that correct yeah but you know i already purchased okay that's great um i just need to verify a couple basic pieces of information here and it looks like i have your address is 123 maple street in oakland california is that correct yeah that's correct okay wonderful and uh now were you inquiring or setting this up for yourself or for someone else as well so that's fine but you remember you still have to somewhat address the

objection not completely ignore it so that one would probably be um you know okay so you know i hear you already purchased um a lot of people you know surf the internet trying to get more than one quote you know to compare and make sure they chose the right one is that true for you right yes okay great so if you just have a minute i'm just going to ask you a couple of questions and we'll make sure that was in fact the case what expenses were you looking to cover in the event you pass

away does that make sense okay who else wants to try come on we have to have someone brave all right you can hear me yeah i can hear you good you you're calling me oh all right if you're talking we can't hear you oh can you hear me now yeah okay hi dana uh yeah it's dana hi this is kirby and i was just calling about some information requested online about a life insurance policy were you looking for something for yourself or someone else as well um you know i'm actually walking into a meeting right

now kirby can you just call me back later oh i totally understand i know things are really hectic um i'm just here to verify some information and um i just see that your address is one two three main street is that correct yeah that's correct awesome and i see you just had a birthday a couple weeks ago what did you do to celebrate um you know kirby i really don't have the time to talk about this right now are you able to just call me back later yeah i absolutely can call you back at a

better time but again it just takes a couple minutes to verify your information and um you know something probably how do you inquire online about insurance do you remember what that was um [Music] no not not really okay well most people who inquire are just looking to make sure their loved ones are taken care of when they when they pass away is that something that's important to you yeah okay let's pause so um i probably in that example wouldn't have asked what they did to celebrate that soon because you haven't really gotten permission to engage

yet and it's a little awkward if someone really asked me that and i was like look i don't want to talk to you right now and you ask me what i did to celebrate my birthday i would feel even more awkward i would actually pull back even more which is why i think it would be more useful to save that until you have permission to engage so in that case it would be oh perfect you know i understand um you know i just have a quick question for you and i'm not here to sell you

anything right now um i'm showing that your address is 123 you know main street is that right okay great and um uh did you inquire about this just for yourself or was it for anyone else as well for myself okay perfect and and then then you keep going on and asking you know the questions verifying birthday and then once they talk to you for a minute or two then i would bring up the birthday thing because you've had uh unspoken permission to engage does that make sense yup yeah so i um i think that the

phrase of oh perfect you know i understand no problem you know i'm not here to sell you anything right now i just need to verify the information that was sent over that can probably help um start lowering the wall because people are saying no because they don't want to be sold so if they hear i'm not here to sell you anything right now it might help a little bit um all right let's have someone else try i will dana okay barbara go ahead okay ring ring hello hi dana my name is barbara and i'm calling

regarding your request for information on our life insurance program for seniors and i'm showing your date of birth is october the 10th 1962 is that correct um it is correct but i'm really not interested barbara i understand no problem i'm not here to sell you anything at this time i'm just here to verify the information that came through so i can help you in the future okay okay okay so i see that you're at one two three four main street in texas is that correct yeah okay wonderful and the number that i um that i

called you on ending in six two six two is that by chance your cell phone number yeah would it be okay with you if i went ahead and i sent over a quick text message with my business card this way you're going to have my agent number and all my contact information well i'm really not interested barbara so i don't think that would be useful so you got to address the i'm not interested first okay well let me just ask you something are you not interested because you're concerned that it might be too expensive or

that you may not qualify yeah i think it's just too expensive for me at this time okay well tell you what i'd like to go ahead and move through this a little bit with you so that i can at least give you some quotes and then we can see because to be honest with you um we work with people in in uh many different um uh areas of uh so at that point it has to be oh that's a perfect you know i understand you know we have funeral plans that start as low as 15

a month is that something that would be affordable for you see how that's more direct it was way too much so um you got to be short you got to address it and you got to end with the question very compact um responses in order to continue to get more permission to engage you just sounded like a sales person let me give you some quotes right that's that's not what you want to say when people are trying to push you away they don't want quotes um let's see what else i have in my notes here

one thing that is kind of old school that i think still holds true today is being able to immediately mirror and match the tone pace and volume of the person on the phone as much as possible so it feels familiar to them and uh you know i can use barbara or even kirby as an example they tend to have very high pitched bubbly exciting personalities and i would say that probably works with a large majority of our population um but for some people it can be like i said on yesterday's training it can sound not

genuine and that can sometimes push people away same can be true for for people that call and they sound they sound uh very low energy and not really interested in calling you they're just doing it because they have to so for me i'm a very type a personality i like to get straight to the point i like people that are smart and can engage with me and sales people when they call like they have to keep up with me like if i have someone that's on the phone that's drawing things out and telling me this

long story i'm like i don't have time for you so if someone is going to uh call me um they should try to match my tone and so i think that could be true if someone if you're on the phone with someone and they're kind of tired and they're talking a little bit slow and they don't feel good instead of saying oh i understand you know you know that sucks to not feel good i really feel sorry for you you know let's just talk about this you know instead it would be oh you know that's

that's terrible how long have you been not feeling well for and just kind of staying at their pace and slowing down and acknowledging what they what their pain is but sometimes i think matching tone can help um uh make that phone call sound a little bit familiar so maybe trying that might work um uh the only other thing as far as the minute goes i just need a minute we can instead of saying i just need a minute um it could could be um i'm only going to be a minute i just have a few

questions before i i give you the information you requested jesse i i will say that yesterday i had a gentleman who was extremely grumpy and i just persisted and it was it was it was lump that that that hurdle was was really really early it wasn't even 30 seconds in but i just i mean by the time i got to the date of birth i'd already overcome it with just persisting got the app but i lost it because i wasn't familiar with globe but it got me further along about that yeah it got me further

along by the way take dana's advice from yesterday research the competition because i lost a sale for something that wasn't a fair uh apple stop so anyway right it was just persistent and i got past that literally in the first 10 seconds i could feel the attention he just lost his wife this month and so he was not having it and i i i got through the application so anyway good job no that's great i mean and it feels good to be able to to get through those people that don't want to talk to you

um you know i had posted the other day i think it was last week i was like you know i posted a sale and she told me nope not interested in the first you know three seconds and i had noticed that she was going to be turning 80 in a couple of months and so i just thought quickly um and i said oh i understand you know no problem i said but i just want to make sure that you're aware that um i noticed you have a birthday coming up and once you turn 80 there's

going to be a lot of life insurance companies that won't insure you anymore did you know did you know that and um she said no you know i didn't and i said okay perfect so you know i'm only going to be a you know a minute but i think it's really important that if it's something that you ever intend to do in the in in the future that you should at least know what your options are um and uh and then we can move forward and then i did continue and i said you know you

said you weren't interested are you not interested because you think it's too expensive or that you might not qualify and i did say that and she said i i think they're all just too expensive and i and then i said i said you know we do have um funeral plans that start as low as 15 a month is that is that seem like that would fit within a comfortable budget for you well how much coverage would that give me perfect now i have permission to engage then i now have control i take a step back

and i say um i said we are going to figure that out i just have a few questions i need to ask you so i can get a really good idea of what you're looking for and we'll go from there sound good so uh it's it's really not difficult it doesn't matter the objection that you get in the first 30 seconds it's okay i understand i'm not here to sell you anything right now i just need to verify some information i'm showing your addresses 123 main street and just continue to go and see where it

gets you because i think most of us are saying okay sorry bye right does anybody else want to try i just want to comment um yesterday after the tsunami of voicemails that i got i finally got one and he called me a and i was not going to engage like oh well look gina i'm not suggesting that you engage with somebody that's going to be vulgar on the phone right no i know i know i just yeah and it sounded like he was one hard of hearing and um two he just was not he was

just not so i was just like okay well just let him go on his merry way and then the next call i got was some woman who was like why are you calling me if you if i wanted to talk to you i would have called you and i didn't know if it was a it was a voicemail or not because i've had voicemails where they like trick you into saying hello and stuff like that but and i was like are you serious right now and she was like i am very serious so yeah see

i would still try to engage with that person honestly i would um she just has a bigger wall than most people and she's just tired of people calling trying to sell her stuff that's how i hear that's how i that's what i heard when you said that and so i i'm even more empathetic to those people um then uh i i never i never get defensive i never take it personal i just become more empathetic to them okay well i need some some cup of courage that uh you know because i was about to reach

through the phone away no you can't can't do that because guess what that does to your head mentally yeah i think that to your next call so you have to you have to get into whatever mental place you have to get into and say this person is really sad right and they probably only get calls from salespeople i bet their family doesn't even call them right and so all they're doing is lashing out to every single person that calls them it has nothing to do with you yeah i agree okay all right i'll try right

um so i have put together um some of the wording that i have shared with you guys in an email um so that way you can print it you can write it down um and save it if you want to use it i will send it out to you guys after this call so you have it in front of you to look at does anybody else have any questions i do have my hand raised there oh sorry i saw a clap i didn't see uh otherwise i would have said your name i apologize uh just

have two things number one one to make sure it's okay i um i found that it works best for me if i don't send my business card right away um in the script it's upfront and it's early i i like to wait until i have the client engaging with me on the phone then oh by the way is this does this phone happen to be a cell phone and then i go from there if i don't engage if i don't have them engaging with me i see no point of sending them my card um so

that's one thing i want to see how you felt about that yeah no i agree with you and so that's why when i was role-playing with barbara i stopped her when she was trying to send me the business card because she hadn't addressed my objection yet okay right and i didn't give her permission to engage so uh you're right i wouldn't do it either because that's awkward so i would wait until i verify the information the reason that it's in there in the beginning part of the script gary is because we're trying to establish credibility

as early on as possible you don't want to be in a position where you get too far into it and then they and then they start questioning who you are or where you're calling from so um yeah as long as it's not like at the end or you know as long as it's early enough in it to make sure that you know that that knowing who i am is important to that person and to be proactive and send it once you have that permission to continue right hey dana yeah okay um sorry let's let gary

had two questions of course go ahead sorry question okay the second thing was just a um just to touch back with you and see if you're busy after this meeting or not if you have to meet with anyone no i'm meeting with you okay all right thanks you got it go ahead kirby sorry i just wanted to share that i don't even remember what this guy's objections were but i had a lead from like six months ago and i think we had a little bit of a chat but he had just objection objection but we

established a good rapport and ultimately he didn't buy but i did send him his business card and then he reached out to me um last week he was one of my sales and he and his wife both bought because his wife was like you know what we need to get funeral plans and so i think that sometimes chalking an objection up to a no and just like cutting bait i mean there are those times like for barbara when someone is name-calling or whatever but i think there are times that there's rapport to send the card

and you know and just plant the seed and be like okay well i'm here for when you're ready and i just wanted to get your take on that because that was a problem with that okay cool no i don't have a problem with that um you know because sometimes that it it is and most of the time i do think that it is a false objection um and still trying to i don't have a problem with that as long as you still attempted to overcome the false objection first right because i don't want you to

get into the habit of just sending out business cards and thinking that's a hail mary for a sale six months from now right yeah totally i would still try to overcome that objection not and and not really with the intent to sell that person but with the intent of making you a stronger salesperson right because the more you do it and the more you practice it the more natural it's going to feel to you the less awkward you're going to feel and the more often you'll be able to overcome that and get people to continue

to engage with you dustin yeah um so after after gary are you are you free to uh to uh help me out with something yeah okay cool awesome no worries yeah i just have a quick question for you sure go ahead all right now when this doesn't happen often but it does well actually it it happens okay when people in the beginning of the call they'll say something as if uh you know i'm not a only thing that i want is the face amount for my children everything has been paid for and i'm donating my

body to science i'm building my own coffin i don't care about what the program is i just want to know the price now if you deal with something like that i mean do you just skip right ahead to the health questions because they're not nope okay you did you still explained did you listen to yesterday's training yet but no i haven't got a chance so yeah so i think we we addressed some of that in yesterday's training um and uh in this case if someone tells you that you have permission to engage that's great okay

right you have someone that's interested in buying a life insurance policy perfect i understand um and i'm happy to give you that information let me just verify what i have in front of me and we'll go from there you still want to it doesn't mean that i need you to go through the whole guardian society and you know things that aren't important to them right but it doesn't it it does not give you permission to skip to the health questions and not ask them questions right okay right asking questions is the single most important thing

that's going to set you apart from uh or i guess that will make you a stronger salesperson you have to ask questions because people will only buy from people that really feel that they care about them even if they're acting like they don't care that you care if that makes sense right no it makes sense i mean would i how i usually respond i mean most of the time uh i just let them know it's important for them to understand how the you know the program works because there's too many people that i speak to

that by policies and i have no idea what they're purchasing they don't know what you know sometimes yes but you have to be careful to not be argumentative and confrontational right it's you still have to be agreeable okay that's really important you have to be agreeable so okay i understand you know no problem let me just verify the information and and uh and we'll get you the information that you need right you have to lower the tension by not arguing or being confrontational you have to agree no problem i understand and then start asking questions

you don't need to justify why you're asking questions just ask them okay thank you um i don't know who had their hand at first let's let's say jesse uh it was him but okay okay so just yesterday i had a gentleman that we i was moving through this script in the application and he got really pushy in the end because he was pulling up somewhere of course and i i just kept on the on the process and finally he he was very adamant about just receiving a quote and i i was very cordial but was

it okay for me to say say look um this might take longer than you know three or four minutes and if if i don't go through this thoroughly i'm not i wouldn't be a professional and and it ended the call but i didn't feel like just throwing random numbers was going to do anybody any good was that okay to do that because he really just hung up on me at that point you don't want to give anybody a price that is that doesn't have permission to engage dustin i guess my hand was still up i

thought i took it down okay all right perfect so my intent was to keep this meeting uh short today um it was a little bit longer than i wanted but i hope you guys got some valuable information from it that you can use moving forward in your calls um i will send out the um the verbiage and and what i use and what i say i would definitely recommend printing it out and just practicing right what do you have to lose people are saying no anyway so just practice it and let us know if you

have any success well thank you thank you for the tips all right thank you thanks guys thank you