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Welcome to the Tom Ferry Show.

Everybody, welcome to the Tom Ferry Show. Everybody, welcome to the Tom Ferry Show, episode 28.

Today we're talking about,

do your words matter.

Does what you say to prospects and to yourself, does it matter? I would say yes. Yet every one of us has seen this little

study when they say you know how do people interpret the message of your communication.

You know, the study shows that only 7% of your total communication

are the words that you use, where 38% are your tone, right?

So if I say, Eddie Eddie it's different from Eddie same exact word but the

tonality changes the meaning and then they say 55% of your total communication is the way you move your body

and we all know somebody that if you grab their hands they can't even talk anymore

and yet and yet many people will say they'll minimize, you know, the words, and I'm going to tell you that I believe words absolutely matter, that knowing what to say, being powerful with your language absolutely can be the difference it makes the

difference between them selecting you versus going with another agent so do your

words matter are you with me if you don't think so, turn this off.

If you agree that your words matter, let's keep going.

So I believe that all selling starts with an assumption, right?

And you and I both know, we've been in the situation before. starts with an assumption, right?

And you and I both know, we've been in the situation before

where you're about to call a prospect,

you're about to follow up on a lead,

...