WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:02.009 How do you make even more sales? 00:00:02.370 --> 00:00:04.500 You ask even better questions. 00:00:04.620 --> 00:00:08.760 So in this video, I wanna share with you a breakdown of the top three 00:00:08.760 --> 00:00:12.720 absolute worst type of questions that you can ask in roofing sales 00:00:12.930 --> 00:00:17.430 compared to the absolute best questions that you can ask in roofing sales. 00:00:17.460 --> 00:00:21.090 And in doing so, you my friend, are gonna learn how to close even more deals 00:00:21.330 --> 00:00:25.530 even easier, and make your customers wildly happy, which is what we do here. 00:00:25.560 --> 00:00:25.890 Welcome. 00:00:25.890 --> 00:00:28.500 Welcome back, Adam Besman, and everything I do is designed 00:00:28.500 --> 00:00:29.580 to help you and your team. 00:00:29.645 --> 00:00:33.785 Smash your income goal and give every customer an amazing experience. 00:00:34.110 --> 00:00:38.670 And amazing experiences are created by the way, of relationships. 00:00:38.730 --> 00:00:41.400 And relationships are founded in two-way conversations. 00:00:41.490 --> 00:00:44.700 And one of the biggest pitfalls of of roofing sales training at large 00:00:44.940 --> 00:00:50.070 is that there's so much emphasis on communicating one way, how we pitch, 00:00:50.075 --> 00:00:54.000 how we present, how we showcase, what we can do, how we demonstrate our value. 00:00:54.210 --> 00:00:58.320 But what we often overlook is asking questions, and this doesn't. 00:00:58.964 --> 00:01:00.495 Tie into closing questions. 00:01:00.495 --> 00:01:04.425 I wanna talk about building value through understanding how 00:01:04.425 --> 00:01:05.925 we can best serve our customers. 00:01:05.925 --> 00:01:09.495 And the best way to do that is through questions, but often it's overlooked. 00:01:09.795 --> 00:01:11.774 So I want to ask you a question. 00:01:12.345 --> 00:01:13.604 Who is in control? 00:01:13.905 --> 00:01:17.775 The person asking the question or the person answering the question? 00:01:19.215 --> 00:01:20.505 My guess is you got it right. 00:01:20.625 --> 00:01:24.164 The person asking the question is the one in control. 00:01:24.824 --> 00:01:26.085 I want to ask you another question. 00:01:26.445 --> 00:01:30.824 Who feels like they're more in control, the person asking the question or the 00:01:30.824 --> 00:01:34.815 person answering the question, and my guess is you got that one right as well. 00:01:34.815 --> 00:01:39.045 The person answering the question is the one who feels like they're more in 00:01:39.045 --> 00:01:44.235 control, which is why it's so beautiful to ask great questions in the sale 00:01:44.354 --> 00:01:49.125 because you get to stay in control of the dialogue, whereas your customer feels 00:01:49.125 --> 00:01:53.715 like they're in control, which leads to a deeper relationship, getting more yeses 00:01:53.745 --> 00:01:55.485 and homeowners giving you the ultimate. 00:01:55.845 --> 00:01:59.535 Gift in the entire world, which is saying thank you as they hand you 00:01:59.625 --> 00:02:01.515 a deposit check or a final payment. 00:02:01.695 --> 00:02:03.195 Have you had that happen to you? 00:02:03.405 --> 00:02:07.335 Where a customer's giving you that $20,000 final balance 00:02:07.335 --> 00:02:08.925 and saying thank you so much. 00:02:09.164 --> 00:02:11.985 Thank you for taking the time to explain all of this to me. 00:02:12.165 --> 00:02:13.935 Thank you for helping us through the process. 00:02:14.055 --> 00:02:15.435 Thank you for making this so easy. 00:02:15.435 --> 00:02:16.455 Thank you so much. 00:02:16.605 --> 00:02:17.625 Who else? 00:02:17.625 --> 00:02:20.855 Hands over such large sums of money and says, Thank you. 00:02:21.125 --> 00:02:24.334 That is the ultimate compliment that you did an incredible job 00:02:24.515 --> 00:02:27.845 and the way I look at money, it's not, let's get more commissions. 00:02:27.845 --> 00:02:28.024 You know? 00:02:28.024 --> 00:02:32.315 It's not the broey like, yeah, let's go get the commissions and buy the cool car. 00:02:32.524 --> 00:02:34.984 I look at money as collecting thank you notes. 00:02:35.195 --> 00:02:38.795 I want all my customers to say thank you so much for helping 00:02:38.795 --> 00:02:39.935 me through this process. 00:02:40.084 --> 00:02:41.825 Thank you so much for changing my life. 00:02:41.975 --> 00:02:45.695 Thank you so much for taking the time to get, help me get to where I am today. 00:02:45.905 --> 00:02:47.195 That is the ultimate gift. 00:02:47.580 --> 00:02:50.609 So I want you to think about questions as an even better 00:02:50.609 --> 00:02:51.930 way to serve your customers. 00:02:52.020 --> 00:02:55.380 So you, my friend, can collect even more thank you notes and 00:02:55.380 --> 00:02:58.560 then spend those thank you notes however you want, having fun, right? 00:02:58.560 --> 00:03:01.530 And of course, investing in providing opportunities for your friends and family. 00:03:01.710 --> 00:03:05.430 But I did wanna spend a moment just breaking down that very big disconnect 00:03:05.430 --> 00:03:10.980 between the traditional broey sales of material acquisition and Flaunt versus. 00:03:11.205 --> 00:03:14.265 Really looking at how do we provide an incredible service to our 00:03:14.265 --> 00:03:17.415 customers where they literally thank us while they're giving us money. 00:03:17.475 --> 00:03:21.615 And one of the easiest ways to do that is by learning to ask good questions. 00:03:21.735 --> 00:03:22.935 Because you're in control. 00:03:23.025 --> 00:03:26.055 They feel like you're, they're in control, and you're able to 00:03:26.055 --> 00:03:29.295 navigate the sales process to give them exactly what they need. 00:03:29.655 --> 00:03:31.155 But in order to get there, we need to ask. 00:03:31.455 --> 00:03:33.705 Good questions and not the worst type. 00:03:33.765 --> 00:03:34.575 So let's get to it. 00:03:34.695 --> 00:03:37.545 There's three types of questions that we're gonna break down today. 00:03:37.845 --> 00:03:41.445 First, showcasing the worst type of questions, and I'm gonna help you 00:03:41.475 --> 00:03:43.245 fix it and then teach you how to s. 00:03:43.799 --> 00:03:46.590 Ask the best type of questions ready to get started? 00:03:46.920 --> 00:03:48.480 Let's rock and roll first. 00:03:48.630 --> 00:03:52.680 The worst type of questions are complex questions. 00:03:52.859 --> 00:03:55.500 Now, a complex question is something like this. 00:03:55.680 --> 00:03:59.040 Hey, when it comes to selecting a roofer, what's most important to you? 00:03:59.130 --> 00:04:01.620 You know how long they've been in business, their reviews, 00:04:01.799 --> 00:04:03.510 their accreditation and value. 00:04:03.510 --> 00:04:06.329 How do you and your wife decide what value means to you? 00:04:06.705 --> 00:04:09.945 So that's a complex question where I'm asking about their 00:04:09.945 --> 00:04:11.175 decision making process. 00:04:11.175 --> 00:04:12.555 What are they looking for in a contractor? 00:04:12.705 --> 00:04:16.005 And then I'm feeding them answers about like, oh, maybe you can answer 00:04:16.005 --> 00:04:18.135 in this way about their reviews, how long they've been in business. 00:04:18.345 --> 00:04:19.964 Or is value important? 00:04:20.175 --> 00:04:23.595 And a complex question is trying to tackle too much at once. 00:04:23.895 --> 00:04:28.185 And the interesting thing, as many of us think that complex questions are 00:04:28.185 --> 00:04:32.475 gonna get complex answers, like, oh, if I just like go at it all these ways, 00:04:32.475 --> 00:04:34.185 I'm gonna get all this information out. 00:04:34.710 --> 00:04:36.570 But it really doesn't work that way. 00:04:36.840 --> 00:04:42.090 In fact, sometimes the simplest of questions leads to the most complex 00:04:42.120 --> 00:04:46.979 answers, and I would go so far as to say that happens most of the time. 00:04:47.310 --> 00:04:48.479 I'll give you an example. 00:04:49.080 --> 00:04:53.099 If I said to a homeowner, what are you looking for in a contractor? 00:04:53.805 --> 00:04:58.485 They're likely going to explain far more to me than if I say, Hey 00:04:58.485 --> 00:05:01.095 are, when it comes to selecting a roofer, what's important to you? 00:05:01.095 --> 00:05:04.635 You know, the value, uh, how long they've been in business, their reviews. 00:05:04.695 --> 00:05:06.675 They're usually just gonna pick one of those words that 00:05:06.680 --> 00:05:07.755 you fed them and say, reviews. 00:05:08.265 --> 00:05:09.975 It's gonna be their longevity, right? 00:05:09.975 --> 00:05:12.135 Or they're gonna grab one or two things and that's it. 00:05:12.165 --> 00:05:14.865 And the conversation's over cuz we fed it to them. 00:05:15.315 --> 00:05:18.255 Or if I bolted on, you know, what's most important? 00:05:18.255 --> 00:05:21.765 Is it how long they've been in business, their ratings online and value? 00:05:21.770 --> 00:05:22.185 How is that? 00:05:22.245 --> 00:05:25.275 Then they're gonna like skip the first question and only answer the second part. 00:05:25.275 --> 00:05:28.125 Like, well, value's really important, does a lot of money. 00:05:28.275 --> 00:05:29.685 And then the conversation's done. 00:05:30.095 --> 00:05:34.355 So we need to remember that complex questions lead to very simple 00:05:34.355 --> 00:05:38.195 answers and often short answers that don't help us advance the sale. 00:05:38.525 --> 00:05:42.665 But on the other end of the spectrum, simple questions can 00:05:42.670 --> 00:05:45.095 lead to very complex answers. 00:05:45.215 --> 00:05:48.095 And I wanna give you an example out outside the roofing space. 00:05:48.365 --> 00:05:52.325 And this may in fact even contradict my third point, so 00:05:52.595 --> 00:05:54.125 pay attention to see how it does. 00:05:54.275 --> 00:05:55.745 But it's a great example. 00:05:55.925 --> 00:05:58.565 Have you ever asked a stranger, Hey, did you grow up here? 00:05:58.565 --> 00:05:58.595 I. 00:05:59.474 --> 00:06:04.425 Many people who didn't grow up in that area will tell you their whole life story. 00:06:04.575 --> 00:06:04.965 No. 00:06:04.965 --> 00:06:05.474 You know what? 00:06:05.474 --> 00:06:06.045 I didn't grow up here. 00:06:06.045 --> 00:06:07.575 I was actually born in Nashville, Tennessee. 00:06:07.695 --> 00:06:09.945 My dad was in the military, so I grew up as a military kid. 00:06:10.034 --> 00:06:11.145 I lived on four bases. 00:06:11.150 --> 00:06:13.875 In fact, of those four, I was in three separate countries. 00:06:13.875 --> 00:06:16.485 I speak two different languages and we bounced out all over the place. 00:06:16.545 --> 00:06:18.705 And you get the whole thing from one simple question, 00:06:18.705 --> 00:06:20.235 which was, are you from here? 00:06:21.000 --> 00:06:25.590 Okay, this is a perfect example of how a very simple question can oftentimes 00:06:25.590 --> 00:06:28.620 lead to a very complex answer. 00:06:28.830 --> 00:06:33.510 Now this is conversation that is different than our sales conversation. 00:06:33.510 --> 00:06:36.360 And again, that question contradicts number three. 00:06:36.720 --> 00:06:39.870 So I want you to see if you can guess what that contradiction is 00:06:40.080 --> 00:06:41.340 as we progress through the video. 00:06:41.610 --> 00:06:41.940 Alright? 00:06:43.200 --> 00:06:45.540 Complex is the worst, simple is the best. 00:06:45.570 --> 00:06:46.290 Make sense? 00:06:46.590 --> 00:06:47.280 Let's continue. 00:06:48.165 --> 00:06:55.425 Number two, the worst type of questions is actually this, not asking follow up 00:06:55.425 --> 00:06:58.095 questions, not furthering the dialogue. 00:06:58.545 --> 00:07:02.145 I see this happen all the time when I do role play, and in fact, 00:07:02.145 --> 00:07:05.835 I've been traveling the country doing role play and speaking at 00:07:05.835 --> 00:07:07.725 events in in, in groups of people. 00:07:07.755 --> 00:07:11.715 And we'll bring up an, an audience member to do some role play, and we 00:07:11.715 --> 00:07:15.435 will ask a question of something like, and what's most important to you when 00:07:15.435 --> 00:07:16.815 it comes to selecting a contractor? 00:07:17.205 --> 00:07:20.415 And the homeowner may respond with something like, you know, we really 00:07:20.415 --> 00:07:23.805 want someone who's been in business for a while who's gonna stand behind 00:07:23.805 --> 00:07:26.595 our, our work, their work and, you know, provide a good value. 00:07:26.775 --> 00:07:29.535 And then, boom, the next question's plugged in. 00:07:29.535 --> 00:07:32.325 And the homeowner feels like they're sitting there to a question. 00:07:32.325 --> 00:07:34.395 Machine, gun, ch, ch, ch, ch, ch, ch. 00:07:34.575 --> 00:07:38.595 Just blasting questions away, uh, without a proper follow up. 00:07:38.835 --> 00:07:42.825 So instead what we need to do is pump the brakes and be patient and take the 00:07:42.825 --> 00:07:46.365 time and ask the necessary follow-up questions like, when you talked about 00:07:46.365 --> 00:07:50.775 providing a good value, can you share with me what does a good value mean to you? 00:07:50.985 --> 00:07:53.265 And then they explain, Hey, well a good value is where we 00:07:53.265 --> 00:07:55.095 feel like we got a fair price. 00:07:55.125 --> 00:07:57.915 And then I can ask, and how will you and your wife determine 00:07:57.915 --> 00:07:59.355 what seems fair to you? 00:07:59.670 --> 00:08:02.730 You know, that's a really good question and they may not even be able to answer. 00:08:02.880 --> 00:08:06.660 Well, fair would be knowing everything that's gonna get done on the roof, 00:08:06.810 --> 00:08:10.050 where we know that it might not be the highest estimate, it might not 00:08:10.050 --> 00:08:13.860 be the lowest, but it, it's like the right amount that gets the job 00:08:13.860 --> 00:08:15.090 done where you can stand behind it. 00:08:15.090 --> 00:08:17.070 And then now I've uncovered some things. 00:08:17.340 --> 00:08:18.120 Or another question. 00:08:18.330 --> 00:08:21.900 How will you and your wife choose which roofing company is best for you? 00:08:22.140 --> 00:08:24.330 Well, you know, we're gonna get a few estimates. 00:08:24.390 --> 00:08:24.750 Great. 00:08:24.810 --> 00:08:27.750 In what is your decision criteria look like? 00:08:28.664 --> 00:08:32.355 You know, well, we're gonna be comparing them here and here, and what will 00:08:32.355 --> 00:08:34.245 you be looking for in each estimate? 00:08:34.814 --> 00:08:35.985 And then they're gonna answer. 00:08:36.194 --> 00:08:39.405 And how will you decide which one gets your final vote? 00:08:40.125 --> 00:08:40.995 They answer. 00:08:41.265 --> 00:08:43.755 And what is the single most important thing to you? 00:08:44.190 --> 00:08:48.540 When it comes to selecting a contractor, these are the follow-up questions. 00:08:48.690 --> 00:08:52.050 So what many salespeople do is they may get decent in asking a question, 00:08:52.050 --> 00:08:55.500 but then the question hits a dead end and then the conversation is over. 00:08:55.620 --> 00:08:59.730 So those are the worst questions, is the ones that you start, but you never finish. 00:09:00.000 --> 00:09:04.500 So instead, the best questions are the follow-up questions to extract 00:09:04.500 --> 00:09:08.850 even more information, to go deeper and to provide an environment 00:09:08.850 --> 00:09:10.290 for that homeowner to openly and. 00:09:10.590 --> 00:09:12.060 Share even more. 00:09:12.270 --> 00:09:14.940 And one really way to do that, really simple way to do that 00:09:15.000 --> 00:09:16.530 is just to say, what else? 00:09:17.190 --> 00:09:20.400 How will you and your wife decide what seems like a fair value to you? 00:09:20.520 --> 00:09:21.660 Explain, explain, explain. 00:09:21.900 --> 00:09:22.710 And what else? 00:09:22.830 --> 00:09:24.990 Explain, explain, explain, and what else? 00:09:25.020 --> 00:09:26.010 And they'll explain a little more. 00:09:26.010 --> 00:09:27.750 And then you say, Anything else? 00:09:27.960 --> 00:09:28.680 No, that's it. 00:09:28.710 --> 00:09:29.130 Great. 00:09:29.130 --> 00:09:29.939 Now we've done it. 00:09:30.180 --> 00:09:34.410 So that is what we need to do is to dig deeper by using follow up questions. 00:09:34.410 --> 00:09:38.040 So again, the worst questions are the ones that start and then dead end. 00:09:38.189 --> 00:09:40.920 The best questions are the ones that go deeper and ask follow 00:09:40.920 --> 00:09:43.140 ups with how, what, when, why. 00:09:43.560 --> 00:09:44.040 All right. 00:09:44.100 --> 00:09:49.140 And we need to remember to also use things like, what else? 00:09:49.290 --> 00:09:52.170 Tell me a little bit more to extract more information. 00:09:52.770 --> 00:09:53.100 All right. 00:09:53.520 --> 00:09:56.370 Now this brings me to the worst question type, which is number 00:09:56.370 --> 00:09:59.520 three, and I told you I contradicted this in the very beginning. 00:09:59.520 --> 00:10:00.870 Can you guess what it is now? 00:10:00.875 --> 00:10:06.240 The worst questions in sales, in my opinion, are yes or no questions. 00:10:06.245 --> 00:10:10.470 These are closed-ended questions, which I might use, for example, like this. 00:10:10.935 --> 00:10:14.685 If I'm selling water purification, knock on the door, Hey, uh, do you guys 00:10:14.685 --> 00:10:16.665 enjoy drinking clean, purified water? 00:10:16.725 --> 00:10:17.655 Yes, duh. 00:10:17.745 --> 00:10:18.225 Right? 00:10:18.765 --> 00:10:23.115 I don't want to use yes or no questions because they don't further the discovery. 00:10:23.235 --> 00:10:24.795 They don't further the discussion. 00:10:24.855 --> 00:10:29.925 And as a salesperson, the more information that I have, the easier it 00:10:29.925 --> 00:10:34.125 is for me to pick and choose from all the benefits that we can offer, how we 00:10:34.125 --> 00:10:35.444 help homeowners through the process. 00:10:35.685 --> 00:10:37.905 I can say, alright, now I can plug this in. 00:10:38.265 --> 00:10:42.645 Example, there's those four stages of the claims process I talk about, no claim, 00:10:42.645 --> 00:10:44.145 partial payment, denial, check in hand. 00:10:44.625 --> 00:10:47.625 In retail, there's the four stages, excuse me, four reasons 00:10:47.625 --> 00:10:49.275 people replace their roof age. 00:10:49.280 --> 00:10:52.005 It's at the end of its life, an active leak or a problem, a 00:10:52.005 --> 00:10:55.215 cosmetic upgrade, or a life event like putting a house on the market. 00:10:55.425 --> 00:10:59.445 So the more I know about which stage they're in, in the details of that 00:10:59.445 --> 00:11:02.985 stage, the easier it is for me to sell specific to that homeowner, 00:11:03.195 --> 00:11:04.665 and that's often overlooked. 00:11:04.815 --> 00:11:06.255 So yes or no questions. 00:11:06.315 --> 00:11:07.965 They have their place, right? 00:11:07.965 --> 00:11:09.405 Like I said, are you from here? 00:11:09.405 --> 00:11:13.665 And it can lead to a, a further answer rather than yes or no, or maybe 00:11:13.665 --> 00:11:17.415 a tie down question or commitment questions, or do you understand? 00:11:17.595 --> 00:11:18.705 Does all this make sense? 00:11:18.885 --> 00:11:24.135 Those are times where yes or no questions can be applied and they can be applied. 00:11:24.615 --> 00:11:25.425 Effectively. 00:11:25.665 --> 00:11:30.045 However, when we need information or we want our homeowners to feel 00:11:30.045 --> 00:11:33.645 like they're in control when we need to learn more about them, we do not 00:11:33.645 --> 00:11:35.265 want to ask yes or no questions. 00:11:35.385 --> 00:11:40.395 We wanna ask questions that lead to a longer response, and those are open ended 00:11:40.395 --> 00:11:42.435 questions that typically begin with. 00:11:42.480 --> 00:11:45.660 Who, what, when, where, why, and how. 00:11:45.780 --> 00:11:47.400 Those are the six questions to ask. 00:11:47.400 --> 00:11:48.750 When, where, why, what and how. 00:11:48.780 --> 00:11:52.440 And again, reverting back to tip number one, keep them simple. 00:11:52.740 --> 00:11:57.180 But I do want to caution you really gently about one of those six words. 00:11:57.360 --> 00:11:58.200 What is it? 00:11:58.410 --> 00:11:59.970 It's the word why? 00:12:00.330 --> 00:12:02.760 Because if I said to you, let's say you're wearing a hat right now. 00:12:02.760 --> 00:12:05.220 For example, if I said, why are you wearing that hat? 00:12:05.895 --> 00:12:08.325 All of a sudden you're put on the defensive and you're like, why? 00:12:08.355 --> 00:12:09.375 Cuz I, cuz I like it. 00:12:09.705 --> 00:12:15.944 And oftentimes the word why can be really intrusive and it can almost be accusatory 00:12:15.950 --> 00:12:17.475 and put people on the defensive. 00:12:17.655 --> 00:12:20.685 So my best advice, I throw that word why out the window, 00:12:20.715 --> 00:12:22.875 and I use it really sparingly. 00:12:22.905 --> 00:12:28.545 And I'm always really conscious that if I do ask a why question, I don't wanna make 00:12:28.545 --> 00:12:30.255 people feel like they're being insulted. 00:12:30.405 --> 00:12:32.925 For example, why did you choose that insurance company? 00:12:33.435 --> 00:12:35.025 That basically says you're a dummy. 00:12:35.025 --> 00:12:36.045 Why do you choose them? 00:12:36.075 --> 00:12:36.285 Right? 00:12:36.285 --> 00:12:37.695 We don't want people to feel that way. 00:12:37.965 --> 00:12:41.145 So there you have it, the three worst types of questions. 00:12:41.175 --> 00:12:43.995 In summary number one, complex questions. 00:12:44.145 --> 00:12:49.365 Instead, keep them short, keep them simple and hit 'em one topic at a time. 00:12:49.755 --> 00:12:52.995 Worst question number two is the question that starts in dead ends 00:12:52.995 --> 00:12:55.755 because you didn't go deeper, you didn't get the real answer. 00:12:55.935 --> 00:12:58.065 The fix is the best type of questions, which are. 00:12:58.130 --> 00:12:59.720 Follow up questions. 00:12:59.780 --> 00:13:02.180 Again, when, where, why, what and how. 00:13:02.180 --> 00:13:04.670 And use why sparingly or even who. 00:13:04.820 --> 00:13:09.140 And then finally, you remember to use the statement like, what else? 00:13:09.470 --> 00:13:11.090 Anything else, anything more. 00:13:11.420 --> 00:13:13.850 And it'll help draw more information out. 00:13:14.030 --> 00:13:17.870 And often it's way deeper towards the truth than the first answer they gave you. 00:13:18.020 --> 00:13:21.590 And the third worst type of question are yes or no questions, often 00:13:21.590 --> 00:13:23.090 called closed-ended questions. 00:13:23.270 --> 00:13:24.439 Instead, we want to ask. 00:13:24.720 --> 00:13:28.020 Open-ended questions who, what, when, where, why, and how. 00:13:28.260 --> 00:13:30.420 And remember, use why sparingly. 00:13:30.795 --> 00:13:35.444 Now I hope that this video helps you ask even deeper questions to develop even 00:13:35.444 --> 00:13:39.045 deeper relationships, win more business and collect more thank you notes. 00:13:39.344 --> 00:13:41.895 Hey, thanks for joining me on this video today, just cuz our 00:13:41.895 --> 00:13:42.974 time here is about to wrap up. 00:13:42.974 --> 00:13:44.925 Doesn't mean you are in my time, has to. 00:13:45.224 --> 00:13:47.925 So if you like this video and you want more, jump into my free 00:13:47.925 --> 00:13:49.574 training center or right here. 00:13:49.665 --> 00:13:51.555 And if you wanna get really good at asking questions, you might wanna 00:13:51.555 --> 00:13:55.064 take a look at my sales training and sales system and there's a link below. 00:13:55.094 --> 00:13:58.064 Or you can text demo D e m O to 3 0 3. 00:13:58.400 --> 00:14:02.150 2 2 2 71 33 and I got a playlist for you. 00:14:02.150 --> 00:14:02.990 I think you're really gonna love. 00:14:02.990 --> 00:14:04.850 So if you wanna hang with me here, jump into this one and 00:14:04.850 --> 00:14:06.080 I'll see you in the next video.