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you guys are on your ears are on pasted out that we talked about you probably sell around 2000 Medicare policies in like seven weeks a hundred percent by phone yeah which is very unique its its its an area of our business that agents are always asking me about walk us through like walk us through a phone sale man walk us through your psychology of a phone sell some set up just some some tips and tricks from from the phone South Side yeah absolutely so its really in the beginning its all about having to quickly start establishing that you are the expert and the subject matter expert and that youre going to work at building rapport I always tell my agents in phone sales because they cant see you it is so important that they hear you to hear your I guess what I like to now call your your cadence right your voice cadence so that they feel what youre trying to express to them they understand the emotion I always tell the guys that people buy an emotion and then justify with logic so