I'm like, so that's your audience's fault split.

Why don't you believe that?

He's like, well, I did believe that for a long time.

I was like, he had the same fault split.

So tell me why that's no longer true.

He said, well, I joined a program.

I had a really bad experience and lost my friends

and all the people will stop returning my calls.

So I left.

And a little while later, I had a friend

and he told me that you can generate leads online

that people actually were interested.

He's like, I put up ads and they raised their hand

and then they would fill out a form.

Then I would call him and he's like, everyone I call

was excited to hear from me because they just asked me

to call him and then they sign up.

He's like, I didn't talk to a single friend

or family member ever.

You have to become very, very good at understanding

what people's false beliefs are, okay?

So people have false beliefs that keep them from buying.

...