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somebody says i dont remember sending that card in ill say hey no problem mrs jones thats totally fine i see that youre here listed at hereford street in mason tennessee youre 61 and your spouse neds 75. good news is all i need is five minutes to show you how this works and whatever you do with its entirely up to you how about tomorrow at two or does ten work better so i answered the objection by saying yeah its no problem i got you listed at 60 at your address here and that youre this age and your spouse is that age like ive got enough information to know that they did this thats the implication but im not asking them if thats correct i just go right into my script this is a modification thats different from whats in the script as i remove the whole is that correct phrase from it and just say also the good news mr prospect is all i need is five minutes to show you how this works and what you do with this information is up to you so i minimize the amount of time that it