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In this tutorial, the speaker emphasizes the importance of establishing an emotional connection within the first 30 seconds of a phone call to successfully sell service agreements, whether the call is inbound or outbound. They suggest that a single effective line can significantly enhance sales, but its success hinges on creating rapport. To demonstrate this, the speaker recounts an experience in Columbus, Ohio, where there was hesitation among staff to sell service agreements over the phone. To address this, the speaker offered to visit the location, adjust their schedule, and help answer calls to demonstrate the ease of selling service agreements directly.