WEBVTT NOTE This file was generated by Descript 00:00:00.210 --> 00:00:05.010 If you're selling retail roofs, price conditioning is wildly important. 00:00:05.010 --> 00:00:09.240 This is warming up that customer so they don't get sticker shock and absolutely 00:00:09.240 --> 00:00:12.960 freak out by the time you reveal your estimate and the various investment 00:00:12.960 --> 00:00:16.800 options that you're offering, whether that's financing options or cash discount. 00:00:16.860 --> 00:00:20.460 And we know that if you're watching this channel, you're likely not going 00:00:20.460 --> 00:00:22.560 to be the cheapest roofer out there. 00:00:22.560 --> 00:00:23.010 Why? 00:00:23.280 --> 00:00:27.810 Because those, as they're known as quote unquote chuck and a truck, often aren't. 00:00:28.590 --> 00:00:32.130 Super skilled when it comes to sales, and they're often the ones that are 00:00:32.130 --> 00:00:33.420 putting together those estimates. 00:00:33.420 --> 00:00:36.990 You know, the ones you've seen, remove and replace roof X dollar amount. 00:00:37.140 --> 00:00:38.640 And, and that's pretty much it. 00:00:38.940 --> 00:00:43.380 And they do this because they know, and, and by the way, if you disagree 00:00:43.380 --> 00:00:47.160 with the statement, I invite you to challenge me in the comment section below. 00:00:47.400 --> 00:00:48.510 This is my experience. 00:00:48.720 --> 00:00:51.820 The companies that will write eight, what I'll call Lucy Goose estimates, 00:00:51.825 --> 00:00:53.220 remove, replace roof X dollars. 00:00:53.490 --> 00:00:54.270 That's it. 00:00:54.450 --> 00:00:56.010 They do so for one. 00:00:56.760 --> 00:01:00.840 To do homeowners because to the average homeowner, shingles off 00:01:00.840 --> 00:01:02.580 shingles on new roofs on there. 00:01:02.580 --> 00:01:03.120 Right? 00:01:03.330 --> 00:01:05.640 Well, that's not the whole truth now, is it? 00:01:05.850 --> 00:01:07.500 I'll be talking about that more in this video. 00:01:07.830 --> 00:01:09.000 Quick welcome and welcome back. 00:01:09.000 --> 00:01:11.610 Adam Benjamin here, the roof strategist and everything I do here 00:01:11.615 --> 00:01:12.960 on my YouTube channel, my podcast. 00:01:13.385 --> 00:01:16.715 And in my all-in-one sales training and sales system that's currently 00:01:16.715 --> 00:01:20.225 being used by many thousands of people we're being used in every state 00:01:20.225 --> 00:01:25.025 in the us, Canada, Australia, now Sweden as well for both retail sales, 00:01:25.025 --> 00:01:27.155 which is what we're talking about today, as well as storm damage sales. 00:01:27.720 --> 00:01:30.900 All of that is united around one simple mission. 00:01:30.930 --> 00:01:32.070 You remember what it is? 00:01:32.070 --> 00:01:36.600 If you've watched more than one of my videos to help you and your team 00:01:36.750 --> 00:01:40.020 smash your income goal and give every customer an amazing experience. 00:01:40.020 --> 00:01:44.070 So if that excites you, hit the subscribe button so you don't miss an upload and 00:01:44.075 --> 00:01:45.720 hit that thumbs up button to tell me, Hey. 00:01:46.134 --> 00:01:48.085 You're diving on it and I appreciate you being here. 00:01:48.295 --> 00:01:48.744 Welcome. 00:01:49.225 --> 00:01:52.585 Now let's get back to this whole price conditioning concept and the idea 00:01:52.585 --> 00:01:55.795 of these estimates that are remove, replace roof with a dollar amount. 00:01:56.005 --> 00:01:58.315 Now, first, let's lay some groundwork. 00:01:58.315 --> 00:02:00.115 I want to talk with you like a friend. 00:02:00.744 --> 00:02:03.265 If you're out competing against another roofing company and you're 00:02:03.265 --> 00:02:05.965 looking at other estimates, would you agree with this statement? 00:02:06.414 --> 00:02:09.234 Most homeowners think roofing is a com a commodity. 00:02:09.445 --> 00:02:10.345 Roof off. 00:02:10.405 --> 00:02:11.245 Shingles come off. 00:02:11.245 --> 00:02:11.815 Shingles, come on. 00:02:11.815 --> 00:02:12.385 I have a new roof. 00:02:12.595 --> 00:02:13.315 Would you agree that's a fair. 00:02:14.040 --> 00:02:15.150 Yeah, I think so. 00:02:15.420 --> 00:02:17.040 Most homeowners don't really know the wiser. 00:02:17.040 --> 00:02:18.930 They just say shingles off shingles on new roof. 00:02:19.380 --> 00:02:21.630 Now, the reality is you and I both know that's not the case. 00:02:21.720 --> 00:02:24.390 Not all estimates are created equally. 00:02:24.930 --> 00:02:28.620 We also know, and again, feel free to disagree with me and drop a 00:02:28.620 --> 00:02:29.910 comment in the comment section below. 00:02:30.480 --> 00:02:35.790 Most homeowners, they are shopping based on this factor where they're 00:02:35.790 --> 00:02:37.140 gonna look at some estimates. 00:02:37.290 --> 00:02:40.140 They're gonna scroll down and look at the total amount in their mind. 00:02:40.140 --> 00:02:40.980 What's it cost? 00:02:40.980 --> 00:02:41.310 Right? 00:02:41.580 --> 00:02:45.360 Then they're gonna say, They're gonna factor in the price. 00:02:45.450 --> 00:02:48.780 They're gonna scrub out usually the far cheapest and the most expensive, and 00:02:48.780 --> 00:02:52.200 they're gonna try to find the company that made them feel good, that they 00:02:52.200 --> 00:02:55.350 like, that they trust and they feel good about, and feel good about working with. 00:02:55.680 --> 00:02:58.950 So it's kind of this matrix of all I really care about as a homeowner 00:02:58.950 --> 00:03:02.430 is the price that it feels fair that I'm not being taken advantage of, 00:03:02.490 --> 00:03:05.250 that I'm not being scammed, that it's a company that I like and trust 00:03:05.250 --> 00:03:06.630 who's gonna do good work and stand. 00:03:07.620 --> 00:03:09.420 At a price that seems fair to me. 00:03:09.600 --> 00:03:10.410 Would you guys agree? 00:03:10.920 --> 00:03:15.570 So if we know that homeowners are making decisions based on this criteria, 00:03:15.990 --> 00:03:19.830 why aren't we selling to them and presenting this information in a way that 00:03:19.835 --> 00:03:21.540 speaks to exactly what they're doing? 00:03:21.810 --> 00:03:23.460 Well, that's what we're gonna be doing right now. 00:03:24.180 --> 00:03:25.710 Well, let me take that back. 00:03:25.710 --> 00:03:26.760 We're gonna be doing that in just a minute. 00:03:26.760 --> 00:03:30.270 Cause I have one more thing that's really important to share and that. 00:03:31.290 --> 00:03:34.560 I believe, and I'm inviting you to challenge me on this one as 00:03:34.560 --> 00:03:35.730 well in the comment section below. 00:03:36.240 --> 00:03:39.780 I believe that roofing companies that provide, what I call those Lucy 00:03:39.780 --> 00:03:42.870 Goose estimates, are doing so for one purpose, and that is to do homeowners 00:03:43.079 --> 00:03:47.340 because someone who says remove replace roof, this amount comes in lower. 00:03:47.370 --> 00:03:47.820 Why? 00:03:47.880 --> 00:03:49.290 Cuz there's zero accountability. 00:03:49.590 --> 00:03:53.459 No one knows what type of underlayment what, what type of valley installation, 00:03:53.465 --> 00:03:56.160 what type of ridge caps being used, what type of pipe jacks are being used, 00:03:56.370 --> 00:04:00.070 whether they're removing and replacing roof to wall flashing sep to wall flash. 00:04:01.320 --> 00:04:04.410 , whether they're replacing drip edge and reg edge, I know 00:04:04.410 --> 00:04:05.730 we've seen it replaced before. 00:04:05.820 --> 00:04:08.310 Whether they're giving homeowners a choice of color, all that 00:04:08.315 --> 00:04:09.390 isn't on the flight decision. 00:04:09.395 --> 00:04:12.510 So a roofer can come in with the lowest price, get up there, get the 00:04:12.510 --> 00:04:15.330 cheapest products that are hiding underneath the roof, and then make 00:04:15.330 --> 00:04:18.810 on the flight decisions about what to reuse, which means a homeowner could be 00:04:18.810 --> 00:04:22.620 left if they have a 20 year old roof, they could be left with a brand new. 00:04:23.235 --> 00:04:24.945 That has 20 year old components. 00:04:25.095 --> 00:04:29.595 Drip edge, rake edge or flashing that now is, has new shingles slapped on 00:04:29.595 --> 00:04:33.555 top saying you're good for 30 years or however many years in your market. 00:04:33.555 --> 00:04:37.005 I know they're all different based on sun, weather, yada, yada, 00:04:37.010 --> 00:04:38.835 hail, hurricanes, all that stuff. 00:04:39.105 --> 00:04:43.605 The point is, I don't believe it's ethical to put on a brand new roof and reuse 00:04:43.605 --> 00:04:45.225 components that are already 20 years. 00:04:46.155 --> 00:04:48.045 That's just not fair yet. 00:04:48.045 --> 00:04:52.155 People do it, and this is the most common practice to dupe homeowners. 00:04:52.545 --> 00:04:55.125 Now, I understand that homeowners often have their guard up. 00:04:55.155 --> 00:04:59.175 They're defensive because your logo reads the same way to everybody else. 00:04:59.175 --> 00:04:59.745 It reads this. 00:05:00.240 --> 00:05:01.320 I sell roofs. 00:05:01.320 --> 00:05:04.110 Every single roofing logo reads the same way to a homeowner. 00:05:04.530 --> 00:05:05.940 I sell roofs. 00:05:05.940 --> 00:05:08.280 That's what's happening right now. 00:05:08.670 --> 00:05:12.420 When that homeowner is hearing, you try to quote unquote sell the value. 00:05:12.420 --> 00:05:14.280 They're like, you just want more money from me. 00:05:14.520 --> 00:05:17.190 So we need to break down all of this When it comes to price 00:05:17.190 --> 00:05:21.480 conditioning, to prime the customer, to know what to expect and hear. 00:05:21.480 --> 00:05:23.280 My friend is how we do it. 00:05:23.610 --> 00:05:26.010 What I like to do is, before I. 00:05:27.515 --> 00:05:32.065 Anything at all before, when I go through my estimate, I'm gonna open up with Mr. 00:05:32.070 --> 00:05:32.425 Homeowner. 00:05:32.425 --> 00:05:35.755 I just want you to know you can, and you should choose anyone that you like and 00:05:35.815 --> 00:05:39.475 that you trust to do your roof, which by the way, as a matter of fact, truth. 00:05:39.565 --> 00:05:41.665 And then I say, and here's why. 00:05:41.695 --> 00:05:45.685 And at this very moment is where I condition that customer 00:05:45.895 --> 00:05:47.955 while strengthening trust for. 00:05:48.625 --> 00:05:52.914 Putting distrust against others who are using, in my opinion, slimy tactics 00:05:53.305 --> 00:05:57.895 and conditioning that homeowner to understand what they should be looking 00:05:57.895 --> 00:06:01.914 for in an estimate so they can in fact make a decision that aligns with how they 00:06:01.914 --> 00:06:05.575 already want to make a decision, which is looking at the investment options 00:06:05.755 --> 00:06:09.065 paired with the kind of contractor, finding the best combination of both. 00:06:09.155 --> 00:06:12.105 So, choose them as the roofer of choice. 00:06:12.555 --> 00:06:16.575 We do this by telling homeowners what they are thinking. 00:06:16.635 --> 00:06:18.495 I'm gonna repeat this cuz it's really important. 00:06:18.705 --> 00:06:21.215 We're gonna do this by telling homeowners exactly what they're thinking. 00:06:21.630 --> 00:06:24.060 Like this, I'm gonna shift into role play mode. 00:06:24.090 --> 00:06:25.169 Okay, Mr. 00:06:25.169 --> 00:06:28.289 Homeowner, Hey, listen, before I share with you how we can help, I just wanna 00:06:28.289 --> 00:06:32.219 explain one thing first, and that is you can, and you should choose anyone 00:06:32.224 --> 00:06:35.969 that you like and that you trust to do your roof, because I'm gonna guess 00:06:36.120 --> 00:06:40.169 as a savvy homeowner like yourself, collecting numerous estimates, you're 00:06:40.169 --> 00:06:44.010 doing what most people would, you're gonna meet with various contractors. 00:06:44.400 --> 00:06:47.820 You don't really trust anybody quite yet cuz you've seen the news, you've heard of 00:06:47.820 --> 00:06:50.340 the scams, you've heard of the gimmicks, you've heard of people going to jail. 00:06:50.340 --> 00:06:53.340 You've heard horror stories of homeowners being taken advantage of. 00:06:53.700 --> 00:06:55.140 So you're gonna collect those estimates. 00:06:55.140 --> 00:06:58.560 You're gonna look at one thing, which is the dollar amount on that estimate, 00:06:58.590 --> 00:07:01.530 and you're gonna pair that dollar amount with some contractors as you 00:07:01.530 --> 00:07:03.180 meet with them to say, I like them. 00:07:03.180 --> 00:07:04.440 I think they're gonna do a good work. 00:07:04.440 --> 00:07:05.580 The reputation's strong. 00:07:05.760 --> 00:07:06.270 They'll stand. 00:07:06.910 --> 00:07:10.090 So I know that I'm getting a roof at a fair value done by a company I can trust 00:07:10.090 --> 00:07:14.380 who's actually gonna stand behind the work without becoming another victim 00:07:14.380 --> 00:07:15.610 that's gonna show up on the news. 00:07:15.880 --> 00:07:17.020 Is that a fair statement, Mr. 00:07:17.025 --> 00:07:17.650 Homeowner? 00:07:18.220 --> 00:07:19.270 Do you see what I just did there? 00:07:19.750 --> 00:07:23.170 I explained to them what they're thinking and what they're already doing, which is 00:07:23.710 --> 00:07:26.620 probably what you and I would do too if we were to get an estimate, let's say, 00:07:26.620 --> 00:07:28.780 for new concrete on our driveway, right? 00:07:29.050 --> 00:07:30.520 Imagine the estimate comes into your in. 00:07:31.125 --> 00:07:33.555 In an email, you open it up, you scroll to the bottom, you skip the 00:07:33.555 --> 00:07:35.534 cover page, you just look at the dollar amount, and then you're like, 00:07:35.775 --> 00:07:36.914 this guy can do it for this amount. 00:07:36.914 --> 00:07:37.844 This guy can do it for this amount. 00:07:37.844 --> 00:07:38.745 This guy can do it for this amount. 00:07:38.745 --> 00:07:39.495 This one's too expensive. 00:07:39.495 --> 00:07:41.175 Throw it out between these two, two guys. 00:07:41.180 --> 00:07:41.805 I liked him better. 00:07:41.805 --> 00:07:42.435 He's the winner. 00:07:42.705 --> 00:07:43.485 That's what we do. 00:07:43.995 --> 00:07:47.385 So when I open up by stating this to a customer, I build 00:07:47.385 --> 00:07:48.585 a tremendous amount of trust. 00:07:49.275 --> 00:07:51.255 I join the conversation that's already going in their. 00:07:52.170 --> 00:07:53.160 Going on in their mind. 00:07:53.220 --> 00:07:56.310 And I build this big wall between me and other contractors. 00:07:56.580 --> 00:07:59.280 Okay, now I take this now one step further. 00:07:59.460 --> 00:07:59.910 So, Mr. 00:07:59.910 --> 00:08:01.470 Homeowner, back into role play mode. 00:08:03.180 --> 00:08:06.450 I'm glad to see that you're doing your homework, and my mission and purpose 00:08:06.450 --> 00:08:09.480 here in the house is to help one, understand the problem with your roof. 00:08:09.930 --> 00:08:12.480 Two, communicate how we might be able to help. 00:08:12.480 --> 00:08:16.950 And three, let you see and decide for yourself whether we are in fact the 00:08:16.950 --> 00:08:18.960 right company to earn your business. 00:08:18.960 --> 00:08:21.150 Do a great job on your roof and stand behind it. 00:08:21.480 --> 00:08:25.170 Now, once I lay that groundwork, explaining what they're doing, setting 00:08:25.170 --> 00:08:29.380 my mission and purpose, I can now work on a little bit deeper price conditioning. 00:08:29.680 --> 00:08:30.220 Now, Mr. 00:08:30.220 --> 00:08:32.409 Homeowner, I wanna let you in on a little secret. 00:08:32.680 --> 00:08:36.220 That secret is how many roofers dup homeowners, I 00:08:36.220 --> 00:08:37.330 really like to use that word. 00:08:37.690 --> 00:08:40.180 And the way they do this is they provide what we call these Lucy 00:08:40.185 --> 00:08:44.740 Goose estimates that are not itemized whatsoever because they know 00:08:44.740 --> 00:08:45.760 that that's what you're thinking. 00:08:45.760 --> 00:08:47.110 Remember what I shared with you right at the. 00:08:47.685 --> 00:08:49.185 How you might make your decision. 00:08:49.395 --> 00:08:53.865 So roofers that write these loose goose estimates are preying upon the 00:08:53.865 --> 00:08:57.585 fact that many homeowners believe that roofing's a commodity, shingles 00:08:57.590 --> 00:08:59.085 off shingles on We got a new roof. 00:08:59.445 --> 00:09:03.225 They believe that homeowners think that all estimates are 00:09:03.225 --> 00:09:04.425 in fact apples to apples. 00:09:04.425 --> 00:09:05.535 Cuz why wouldn't they be right? 00:09:05.775 --> 00:09:07.095 Remove a roof, replace a roof. 00:09:07.095 --> 00:09:07.785 They're the same. 00:09:07.845 --> 00:09:08.205 A roof's. 00:09:08.210 --> 00:09:08.595 A roof's a. 00:09:09.465 --> 00:09:10.965 But unfortunately Mr. 00:09:10.965 --> 00:09:14.355 Homeowner, it doesn't look, it doesn't actually work like that in the real world. 00:09:14.625 --> 00:09:18.315 See, many homeowners think estimates are apples to apples, but they're 00:09:18.315 --> 00:09:20.085 really more like apples and bananas. 00:09:20.090 --> 00:09:23.535 And in some cases extreme is apples versus french fries. 00:09:24.015 --> 00:09:25.305 And I'll explain a little further. 00:09:25.545 --> 00:09:29.865 See when we write our estimates and when you review ours, we likely will not 00:09:29.865 --> 00:09:32.055 be the cheapest contractor out there. 00:09:32.055 --> 00:09:37.755 And the reason for that is we list out exactly what we will do step by step with 00:09:37.755 --> 00:09:42.945 every single component in installation practice on your roof to comply not 00:09:42.950 --> 00:09:47.025 only with local building code, but with our manufacturer's recommendations. 00:09:47.175 --> 00:09:51.910 What this ensures is that you get a roof that is, Properly the first time 00:09:52.090 --> 00:09:55.990 that's gonna protect you and your family and allow us to stand behind 00:09:55.990 --> 00:09:59.890 that product and behind our installation for the X years of our labor warranty. 00:10:00.340 --> 00:10:02.770 Now, unfortunately, these roofers that give you these Lucy Goose 00:10:02.770 --> 00:10:05.890 estimates, they're preying on how you're gonna make that decision. 00:10:06.040 --> 00:10:07.780 They say, we'll come in a little cheaper. 00:10:07.900 --> 00:10:10.960 But then once they earn that business, they're looking around saying, great. 00:10:11.110 --> 00:10:14.470 Now we gotta find that way to make up some money and what they end up 00:10:14.470 --> 00:10:19.120 doing, because that estimate is not itemized, this allows them legally. 00:10:20.010 --> 00:10:23.040 To make on-the-fly decisions about what they're gonna reuse, what 00:10:23.040 --> 00:10:26.219 they're gonna replace, the quality of products they're gonna use, and 00:10:26.219 --> 00:10:27.810 how they're gonna do that install. 00:10:28.469 --> 00:10:29.160 Would you agree? 00:10:29.189 --> 00:10:29.880 My friends? 00:10:29.939 --> 00:10:30.989 That's what happens. 00:10:31.050 --> 00:10:32.099 You don't know what's being reused. 00:10:32.099 --> 00:10:33.930 Drip edge, RA edge roof to wall flashing. 00:10:34.140 --> 00:10:37.469 You don't know what grade of ridge cap shingle underlayment 00:10:37.620 --> 00:10:39.209 valley installation practice. 00:10:39.585 --> 00:10:42.975 So if that homeowner, by the way, has another estimate, you can ask them 00:10:42.975 --> 00:10:44.355 to get it out so you can compare. 00:10:44.745 --> 00:10:47.336 The other thing that we can do is ask questions that 00:10:47.341 --> 00:10:48.525 that homeowner can't answer. 00:10:48.525 --> 00:10:51.795 Like do the other contractor explain what grade a shingle, what type 00:10:51.800 --> 00:10:54.855 of ridge cap, what type of valley insulation, W metal, ice, and water, 00:10:55.215 --> 00:10:58.455 if they're using ice and water on the, on the eaves, and how many rows, 00:10:58.460 --> 00:11:00.165 what type of pipe jacks they're using. 00:11:00.165 --> 00:11:03.195 Are they removing and replacing roof to wall flashing and step flashing? 00:11:03.314 --> 00:11:06.855 And when we begin asking these questions, again, if and only 00:11:06.860 --> 00:11:08.475 if they've had another estimate. 00:11:09.135 --> 00:11:12.194 I've either one, educated them before they get the estimates, or two, once 00:11:12.194 --> 00:11:15.105 they've gotten the estimates, now they're thinking, oh my gosh, I don't 00:11:15.105 --> 00:11:16.425 even know what's happening there. 00:11:16.635 --> 00:11:19.935 And we can further this by saying, the reality is, Mr. 00:11:19.935 --> 00:11:23.115 Homeowner, you can't even hold someone accountable if it's 00:11:23.115 --> 00:11:24.645 not written down on there. 00:11:24.795 --> 00:11:29.475 So if something does go wrong, your legal recourses are incredibly limited. 00:11:29.475 --> 00:11:32.985 So I want you to think of this as if you were getting a kitchen remodel. 00:11:33.045 --> 00:11:34.995 I'm gonna guess there's not a Pink Panther in your kitchen, 00:11:36.720 --> 00:11:39.930 Imagine you're getting a kitchen remodel and you're like, yeah, well I don't 00:11:39.930 --> 00:11:42.750 really know what grade of cabinets or even what kind of countertops 00:11:42.750 --> 00:11:44.490 they're putting on, but it's 20 grand. 00:11:44.490 --> 00:11:45.330 I'll write the check. 00:11:45.510 --> 00:11:46.200 Who would do that? 00:11:46.200 --> 00:11:46.650 No one. 00:11:46.655 --> 00:11:46.950 Mr. 00:11:46.950 --> 00:11:49.680 Homeowner, would you write a check for a kitchen remodel if you had 00:11:49.680 --> 00:11:53.160 no idea what grade of cabinets and countertops you'd be getting, or 00:11:53.160 --> 00:11:55.920 kind of hardware, whether you'd be getting the soft clothes stuff or not? 00:11:56.220 --> 00:11:59.760 The answer is absolutely not, and that's what's going on with your 00:11:59.760 --> 00:12:01.980 roof, and there are my friends, you. 00:12:02.715 --> 00:12:08.595 The best way to condition a homeowner regarding pricing of the roof in 00:12:09.085 --> 00:12:12.675 positioning yourself as the trusted authority while showcasing and 00:12:12.675 --> 00:12:17.175 educating the homeowner on all the nasty things that happen in the real world. 00:12:17.655 --> 00:12:21.015 Now if you agree with those statements as I do, you can say 00:12:21.015 --> 00:12:22.365 all of that cuz it is truthful. 00:12:22.365 --> 00:12:25.605 And our job is to educate our homeowners to help them make 00:12:25.610 --> 00:12:27.015 the best decision for them. 00:12:27.195 --> 00:12:29.805 And if you believe in your heart of hearts that you're the absolute best person to 00:12:29.805 --> 00:12:32.265 win that business, then there's absolutely no reason you shouldn't be doing this. 00:12:32.445 --> 00:12:36.015 Cuz I believe it's your moral and ethical responsibility to communicate 00:12:36.015 --> 00:12:39.745 properly to your homeowners so they can make the decision to choose. 00:12:40.200 --> 00:12:42.450 On their own free will. 00:12:42.780 --> 00:12:45.660 Now, I know this is a little bit of a different take on price conditioning 00:12:45.660 --> 00:12:49.110 that you may have seen in the past, so I'd like to hear from you. 00:12:49.110 --> 00:12:50.030 Agree, disagree. 00:12:50.035 --> 00:12:50.670 Let's have a con. 00:12:50.730 --> 00:12:53.520 Let's have a conversation in the comment section below. 00:12:53.880 --> 00:12:55.620 Now, that's all for this video. 00:12:55.620 --> 00:12:59.310 Thanks for joining me today, and I've got another video coming up 00:12:59.370 --> 00:13:00.450 talking about good, better, best. 00:13:01.195 --> 00:13:03.175 Price anchoring and how we present all that. 00:13:03.175 --> 00:13:04.735 So stay tuned for that video. 00:13:05.305 --> 00:13:06.445 And again, thanks for joining me today. 00:13:06.445 --> 00:13:08.335 If you wanna hang with me here on YouTube, you two thinks you're 00:13:08.335 --> 00:13:09.955 really gonna like this video. 00:13:10.045 --> 00:13:13.435 And if you haven't yet, jumped into our free training center, pop in right here, 00:13:14.065 --> 00:13:20.005 or you can text the word free to 3 0 3 2 2 2 71 33 and I'll see you on the next one.