Hey, gang, Carl White here broadcasting.

Actually, here in the communications room here at the headquarters, the secret headquarters

of the mortgage market animals.

My name is Carl White.

I'm your co-pilot today, pilot in command, Mr. Steve Kiles.

Why is he in command? Because he freaking says so. That's why. So how you go, Steve? I push my way to the front. And I say, Carl, I'm in charge for this minute. And you've earned that. You've earned that position. So, and the first thing I want to do here, so we've got a great topic. This is a great topic. Steve, you don't know what this topic is. I don't. You're going to hit me, hit me without knowing. What do we got?

This is going great topic. Steve, you don't know what this topic is. I don't. You're going to hit me, hit me without knowing. What do we got? This is going to be, this might be a moment. Like really, this might be a moment in people's lives that this can really make a difference in your mortgage business. Maybe in your life. I'm not trying to oversell it. It's a big deal. Before I do that, just real quick, thank you so much for all

the kind reviews that you find people have left us. That helps us get the word out, right? It moves us up

in the search charts. And we do ethical bribes over here, like, we give you free cool stuff when you

leave a review, good, bad or ugly, right? Good, bad or ugly. Just leave a honest

review. Of course, we like the five stars, but just leave an honest review. And so, and we'll,

we'll send you something like, we'll send you a free copy of, you know, screw the book. I'll send you,

I'll send you a, a Yeti style mug, right? That's from the

mortgage marketing animals, which is our sponsoring company here. And it's a nice mug. Dude,

the other day, you did a test. I know you tested it. You told me about the AB test. Yeah,

I did an AB test because that's what I do, right? Yeah. I did a real test with a real

yeti mug with ice cubes and water. And I counted the ice cubes. They were about the same size. I added the amount of water on the Yeti versus our Yeti clone mortgage marketing animal cup. Come on. Dude, the mortgage marketing animal, Yetty cubs. What? The Yeti cub. Dude, it was like two days. And there was still ice in that, in that. It was unbelievable. Anyway. And all I got to do is give a review and honest, honest review. Like whatever it is. And then send it to support at marketing animals at the marketing animals.com. Yep. Support at the marketing animals.com. Just take a picture of it and email it to us. Just real quick, I'll read one real quick. This one just came in. Boy, I'd love to give the name. It's DF27410, right, whatever, whoever that is. I don't know. Thank you for the great review. He just said when I switched from a refide-based call center environment to an outside sales purchase focus role, MMA helped me put a plan for my

daily activities through the use of tools like the daily success plan. If you're new to the business

or a veteran with little or no structure strategy, this is a great place to start and finish. So thanks for that great review. And gosh, whoever that is, if you'll just let us know that's you, would love to send you a Yeti Cup. All right. So on to the topic. All right. What are we talking about? So there's this famous study. Okay. I love human behavior, man. So in sales, we're students of human behavior, right?

We're students of human behavior.

So I was, I read this study where this professor kind of did a little dirty trick.

And the dirty trick that she did was she had a room of about 30 people.

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