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[Music] Matt Smith here with family first life and I want to go over five different reasons why youre receiving chargebacks and youre putting your commissions in jeopardy so it first starts with your value proposition in the house one of the two ways that you can really drive up value is first having empathy making sure that you understand what your clients are trying to achieve so putting yourself in their shoes and really understanding what they want out of their life insurance needs the second thing is if there is no emotion in the sale and youre literally just giving price quotes information there is no value so empathy allows you to understand their circumstances and then storytelling inside of that is really what drives up the value and thats where money exchanges hands so anytime that you dont have a tremendous amount of value those are the two areas that I would tell you to check right off the bat the next thing that I see a lot of producers do is they use a qualification