Is there like a framework that you typically go through on each sales call?

Yeah, my methodology is called red. It's real, empowering, disarming questions, right?

So you go real? Real. So like authentic. Okay, authentic. Real, empowering,

empowering, disarming.

What is empowering?

Because most of my people that I do this, they don't feel empowered in sales, they feel like they're being somebody else.

Okay. So this is like empowering your... empowered in sales they feel like they're being somebody else.

Okay.

So this is like empowering yourself with this because you're helping this person.

So it's like putting yourself as a knowledgeable expert, disarming the person that's in front of you.

So I take them through like a rapport stage where we build some type of

rapport and not like hey how's your day how's your dog but more like I'm the

knowledgeable expert I can help you and then we go through current situation

understand like what's going on and then I go through current situation, understand like what's going on.

And then I go through like pain,

like pain awareness, trying to see like what problems

that they have and how it's affecting them.

Yeah.

How it's affecting them underneath the surface.

And then I go through past awareness where I try to

see what they've done before right now to try to solve their problem.

So like if I was talking to this person and we got to like pass like well like before our

...