Live Roleplay: How To DESTROY “Early Objections” On Sales Calls

Most sales reps are really just kind of focusing on the objections at the end of a call. But in reality, there are more people that give objections at the beginning or middle of a call. The reason for this is just more people experience that part of the call. So in today's episode, myself and Kaden are going to be role playing the tonality, the word tracks, and everything that you need to know in order to get more people from the beginning of the call to the end so you can actually do more pitches and have the opportunity to make more sales. Hey, guys, what's up? Me and Kaden are going to do some role play today. There's been a lot of requests on the channel for more of this kind of stuff. But what have you seen? What are the guys, you know, in sniper insurance, Right. Link down in the description. Been struggling with at the moment in terms of, like, you know, openers or closers. Like, what are you seeing across the board that people are hurting with?

I think across the board and especially in an insurance, people hurt with just opening objections right at the beginning. Anytime people are doing outbound, that seems to be a big struggle of people that give objections right at the front end or even sometimes that people that don't necessarily give a lot of objections up front, like, they're there for it. And they, they. They know they filled out the. The lead form where whatever you're selling, but they also don't want to go through your boring sales process. They. They want to know how much it is and what are the actual details. They want to get down to business and they start giving pushback.

Okay, so, like, what's your strategies? Because I know a lot of people who do outbound, or it's even applicable to people who.

Like, they get objections, like, towards the top of their call, like, people are trying to get them to pitch early or, you know, like, hey, I'm an action taker. Like, how much does this cost? Or, you know, somebody inquires about a car or whatever it is, right? Like, whatever it may be, it's sort of. There's. Everyone talks about objections at the end of a call, but none of people talk about the ones that are, like, towards the beginning of a call, you know, which are pretty common. But so. So what's your philosophy? Like, what are you teaching the guys at the moment?

I think my philosophy, number one is your skill level and your experience is going to dictate your approach there.

Okay.

Because somebody that's better can get through it a little bit easier, in my opinion, because the way you respond is going to be more important than the words you respond with.

Right.

That's something you and I have talked about a lot. And also, it's just like, if you change the context, if you change the environment, that changes the content.

And so for somebody that has more experience, like you or myself, we. We tend to just handle it by just being honest and real. And it's like, yep, yeah. Like, I just have to know these basic things to be able to tell you, you know, these details, whatever you may be selling. And that works really, really well. For somebody that's brand new, that's nervous as hell, that generally doesn't work as well. And they need a little bit more of a word track. They need something they can just follow, say this. And. Because it's. It takes a lot longer to build, the. The piece that is hard to build is the confidence and the composure in that situation. If you have the confidence in the composure in that situation, you can just be real with them and move on. But if you don't have the confidence in the composure, you have to be a little bit more methodical.

All right, so, like, what are the comment. What are the word tracks that you're teaching? Like, the more sort of, you know, beginner, intermediate type rep.

Yeah, yeah.

Somebody asked them like, okay, how much is this? Hold on, let me get that pulled up for you. Now, were you looking for whole life, term life, universal life, accidental life? What type of policy were you looking for? And I'm getting them to ask questions that the prospect doesn't know the answer to because that automatically just kills the entire frame. And now they didn't have some weird objection handle that ruins the environment where it's like, well, I'd be happy to go through that with you. First and foremost, I have to understand this, this, and this, which I think is good. But if the rep doesn't have confidence and they say something like that, then the prospect will a lot of times just push back further. But if I can get them to just ask questions, to dismantle the thought process way.

Yeah, it's sort of like that's a combination of, like a bit of a pattern interrupt. Because, like, I'm answering your question with a question, but then also, like, it's contextual, so it makes sense. And it's just like, that's an easy way to sort of, you know, and it's like, that will work on a good chunk of people, won't work on everybody. The thing about sales is that if you're not trying to find the thing that works on everybody. Because there is nothing that works in everybody. And if you do try and find that, you'll end up with like an endless series of word tracks in your head that you have to have like some real time spreadsheet lookup feature. You know what I mean? That you can figure out. The key is like, okay, what gives me the best chance of being able.

To handle the most amount of people.

Knowing that it's not going to work on everybody and, and as well.

And. Yeah. Otherwise you just kind of end up like, you know, all these people asking, oh, what do I say when you know.

Yeah. Which is totally contextual.

Yeah. It's like it's a useless question you get. When you ask it, you get completely useless answers, you know? Yeah. And so. Okay, cool. So let's go through that. Like I'll be the prospect and you be the, the guy. So you'll call me and then I'll try and give some, you know, just like, I'll try and get you to like pitch early or be like, hey, what's this about? Like, who are you? You know, I mean, and then I'll be like. And then we'll do it again and I'll be like upset that you've called me. See?

Do whatever you want. Ring, ring.

Hello?

Hey, Matt.

Yeah, who's this?

Yeah, hey Matt, this is, this is just Kaden. It looks like I just got the request you'd put in. I'm just licensed with the state about possibly looking at life insurance. Were you looking for anything specific or. Just wanting to look over all the options.

I mean, I wasn't looking for. For much. I mean, I've gotten so many calls from you guys.

Oh, geez. Tell me you didn't want a million phone calls.

No, I mean, I really just wanted to figure out how much. How much it's going to cost. I just want some basic cover, you know? Yeah, just. Just to make sure my family's fine.

But yeah, kind of trying to figure what it will figure out what it was all about. And now you've got a million people phone calling you.

Yes. Yeah, that's pretty much it. Okay, well, it's pretty easy straight away. Like even like I was trying to play someone, like annoyed. It's hard when you're like that understanding and like cool. I remember I was, I was riled up once and a mutual friend of ours, like Eli Sanchez, who's the most like persuasive human being on the planet.

He. I was all riled up and he called me and he just diffused me. And I was. And I even told him, I go, listen, mate, if you're just going to defuse everything that I say, and I'm not, and I. And I can't just be angry and beat my chest and this isn't fun for me, and I choose to end the conversation, like.

Let me be mad.

I would like to be mad. This is why. This is why. And it was just like, I get it, man. You know, and it was just. It was fine, you know, and it was like, I'm sorry, mate. He's like, yeah, it's cool, you know? And like, when. When you're diffused, like, it takes two to argue type thing. And I think a lot of the time, the reps. First of all, your tonality is, like, super chill. What do you mean? Like, you know, and it's almost like I completely understand your circumstances. In fact, I'm even, like, showing you that this is probably some ridiculous thing. So, like, I'm. I'm validating. And I'm not saying, like, oh, no, that wasn't me. No, you know, like. And it's like, no, it was you. It might as well just different. Different clone. Right. You know, stormtrooper. And so it's just really difficult for me to be upset now. Is everyone going to do that? Like, not gonna be upset? No, of course. But you could hand out $100 bills in the street and somebody will get angry at you that it's not like a $200 bill or whatever. You know what I mean? It's just like, all right, cool. Like, okay, so therefore. Yeah, so I really liked that. So that was really good. Now, one of the other common ones, I think are people that are, like, really just kind of pushing hard for, like, an early price.

Right? So let's like, let's like, let's do that. We'll go, like. So we'll continue up from, like, where we were, and I'll. And I'll just. So you ask whatever question you're gonna ask, because I know that you were also. The way you cut me off is good. Yeah. You know, and I actually wrote down a list. This is actually it here. I was writing down a list yesterday of, like, the top 10 skills to learn in 2026 as a sales rep that'll, like, skyrocket your commissions, and number one was interrupting people.

I think it's one of the most valuable skills you can have.

I. I think the interjecting like that and just jumping into a conversation, people over Complicate it so much and it's not something that I'm necessarily thinking about. You just said something that it felt like I should respond to and so I did. You know, let's. Let's take it from there though.

Okay, well, in case you missed it, like I said, my name is just Kaden. The process is pretty quick and easy. I'm just a field underwriter. So basically what that means is my job is just to see what exactly you would be eligible for. Then I can actually shop across most of the carriers in the state just to make sure that you're getting a good deal, you're not overpaying. Okay.

Okay. Yeah, I've spoken to a few people and it was just too expensive. So, like what, like how much are you. Like, how much for 10, how much for 15,000 in cover?

It depends. Are you looking for like accidental term, whole life universal or.

Oh, man, I don't know about all that. I just want to know. I just. Like 15,000. The other guys quoted me stuff. It just seemed too expensive. I just need to know that you're not going to do the same thing.

Yeah, no, fair enough. And it really just depends on what type of policy you're looking at that will make it vary quite a bit. How much were they calling you?

X amount?

Why was it so much?

I don't know, man. You tell me.

I have no idea because I've got them. But most of our clients are a bit less than that for that type. Like, if you're in that realm, most of the time it is less than that. It. It really just depends. So let me do this. Let me just get a couple of basic things out of the way here and then I'll pull it up and if we're close to that same amount, like, do what you want.

Like, first of all, because you're talking and you're doing it calmly and politely, it's very difficult for me to interject because there's no, there's very little white space. Right. And so usually you need that little, that little hesitation or pause in order to sort of jump in. Naturally, as a sales rep, you don't need that. But like in normal conversation you sort of would. Right.

And so that, that one, that makes it quite difficult for me. And then the second thing is like, again, the, the concern is just addressed very quickly and easily. Well, it depends, you know, and it sort of makes sense. And then when you push, you just said the same thing in a different way. Yeah. And you were like, exactly, yeah. You were Slightly more forceful. Right. So it's just like, oh, yeah. And then, you know, whereas I think a lot of people, they really try to justify, like, the question a lot. Yeah. You know, and they try and over explain it and it's, you know, me think. Doth. Doth protest too much.

Well, it's weird. Like, if you took your car to a mechanic because something was going wrong with it, and then they justified every question they asked you.

You don't trust that mechanic.

Yeah.

You're gonna go somewhere else. Whereas if you take it, you might take your car to the mechanic shop. And the guy is a total asshole, but he seems like he knows what he's doing, and it's just like, yeah, screw it. Like, he seems like he knows what he's doing.

Yeah.

You know, let's. Let's try it out. Now, in sales, we don't want to be an asshole, especially in insurance, because insurance is very commoditized. Yeah. So if you don't play the game a little bit in insurance, then they're just going to get off because like you said at the beginning of the call, they're getting a million phone calls. Guess what? They have options.

Yeah. And so, yeah, I think, like, you know, this stuff is so translatable too, because, you know, if you, whatever you're selling, it's not as hard as this. Right. Like, in terms of like that initial outbound. And outbound, I think, is one of the most essential skills. And it's the same. It's the same as any. The beginning of any call. And outbound is just a much more difficult version of that. Right. Because what you. There's just much less context for it. But, but a lot of people in. On inbound, like, I think the most difficult thing that people get is they. Is they go wildly off track. Right. So I think, like, you know, when people are doing like, their inbound calls, like, even when they're calling, like, warm leads. You know what I mean? Or they're doing stuff like that, they go wildly off track. And so in this kind of selling, it's usually going to do with, like, they're pissed off or, you know, it's like one of those things. Right. So. And again, if you're. If you experience that, then it's like it's on you to then come up with the solution for it. You know, like, if it's something that's happening over and over again, first of all, it's like, well, am I causing it? Right. Like, is every. Everybody else getting it? Yeah. And Then from there it's like, all right, cool. Is it consistently happening or is it happening inconsistently? Is there any link between when it does happen? You know? And then from there it's like, okay, can I make a change? Like, we were talking to one of the guys like Jacob, and he was like, oh, depending on how they answer the phone, I do this or this. And I was like, that's great. No one else do it, you know, Try and shut that down. He was like, oh, if they. If they're open when they answer the call, I have this opener. If they seem shut off, I have this one. And I was like, that's fine. But it's a very difficult and subjective viewpoint to say who's open and who's closed by a hello, you know?

Yeah, well, what was funny about that was we tested him right after that, and then he messed it up. Yeah, he.

It up.

You know, so it's like. It's what. What that tells me from a coaching perspective is, oh, okay. That person, they're. They're more subjective than what they think they are.

You know, as the sales rep is. Because I've also done that too, where I'm like, oh, if they do this, I do this. But if they do this, I do this. And what. What you start to realize if you start listening to your calls and going, least, this is how it was for me was I realized, oh, it wasn't actually as much about the other person as I thought it was. Yeah, it was more about me and what I was reading. But they were probably the same, and I was reading it or I was causing it based off of my own tone. I sounded like an asshole because I'd been up all night with my kids, and so I didn't sound very joyful. And then the other person isn't either. And now we have this weird thing where I'm adjusting my intro based on how they sound, but how they sound is based off of how I sound.

Yes. You know, it's. It's a. It's a big one because, you know, people, if your intro doesn't sound the same every time, like, and I mean identical every inflection, because there should be no reason for it not to be. Yeah, like, it's. It's the one thing that, you know, probably a good 95, 97% of the time, you're. You're going to be able to do it the one way. Um, and on those odd times where those odd people do odd things, like, just ignore it, you know? Um, and so yeah. So if you. If it's. If it's a little bit different, and I like, if it's 1% different every time, like, the compounding effect of that is, like, if that 1% is a different 1% every time.

There'S sort of very little that you can glean, and there's very little coaching or very little feedback or very little that you can fix, because the to fix is that it's a little bit different every time.

The hard part about it, though, is it's to. To get to a point where it is the same every time is not sexy. And the sales reps like, sexy. And so the. The. The practice and the work that you do to make it sound the same every single time. Most people. Because you ultimately to do that, you just have to do it over and over and over and over and over. And that's boring. It's boring to say the same thing for. You know, like, just saying that intro over and over and over for 10 minutes. I probably say it 50 times and I'm pretty consistent, but by the end of that 10 minutes, I probably want to shoot myself in the face.

Yeah.

Yeah.

We had them in the army, and it was like the guys who were, like, obsessed with gear.

You know, it's like they had all the gear and no idea.

And no idea how to use it. Yeah.

And it was like, you could see that it wasn't really a thing in my unit, but, like, because the test to get in, but, you know, you see a lot. And then you see people, like, say shooting, and they have like, all this fancy equipment, but, like, their trigger pull is different every time, you know, and the most. The best. The best analogy for it is, like, when you shoot a lot of time you have, like, an iPad there because, like, these days, all the range is set up by that. And the guys go.

And like, they're looking over it like, where it hit and like, oh, well, mate, like, that's your problem. Like, just cover the iPad. Like, don't. And it's like you're looking for feedback on every shot. It's like, well, mate, that you got to shoot a group. You can't get feedback off one shot. It's one shot, you know, and so many people are, like, trying to get feedback for themselves of one call. It's one call. Yeah.

And then they adjust it over and over and over.

What are you doing? This madness. Like, it's one. It happened once. Yeah, but like. Yeah, yeah, but like, what? It happened once. Like, it couldn't. It couldn't have been for it to have happened. It kind of happened less times. Yeah, yeah, like, like one is the minimum. Right. So, and, and so like I see these guys at the range and they're shooting and then they like adjust and shooting just back the other way and they're just constantly, it's like, mate, you're just like, you're not a, you're not a robot. You're not a shooting robot. Like, and even the shooting robot, it's not going to go in the same hole every time depending on how far away you are. Like, because there's environmental factors and there's variances in the rounds and you know, like, they're not identical clones of each other. There's small variances and that kind of speeds. It plays a big role. Right. So it's like, dude, like, what do you, what are you trying to figure out? That's a big problem with a lot of people. And they're just, you know, constantly in this like micro feedback loop where like they never have an opportunity to actually get better because their real problem is that they're just really inconsistent.

Yeah, yeah, exactly. Well, and there's environmental factors and sales too. It's no different. Like, you know, if I'm doing outbound and I called somebody and they chewed my ass and then I changed my whole process because that, well, what if that person was stuck on the interstate on this? They, they had a blown out tire, there's cars going 80 miles an hour past them and they just thought that you were the tow truck.

Yeah, yeah, yeah, of course they had a bad day. Yeah, I've had a bad day. You've had a bad day. We've all had bad days. 1. Actually, one of the real common things that people get is like, like if we role play, like you're super angry. Right, right. You know, I mean like, hey, Kaden.

Well, yeah, what the do you want?

Yo. Hey. Oh, hey. Hey, Kaden. What's going on, buddy? This is just Matt from xyz. Looks like he asked us to give you a call about this. I'm assuming now is a bad time.

Yeah, I don't, I don't have time for this right now.

Yeah, cool, dude. Yeah, it's all right, man. Hey, dude, my job isn't to make your life any harder. I'm just giving you a call about X. Does that, does that ring a bell at all?

Yeah, I think, I think we were looking into that, but we're probably good.

Okay, you're probably good right now. Now you said it's kind of a bad day. Is it a bad day right now or just kind of in general? Have you got something going on at the moment?

Yeah, I'm just right in the middle of something.

Okay, cool. I don't want to make your life any more difficult. So I know that you. You had asked us to give you a call. Is there a better time to call you back or, like, you know, I'm not gonna, you know, sort of ruin your day.

Yeah, the evenings are gonna be the best.

Okay. Like, late evening, early evening. What's best?

Like, around six?

Okay. Would it be okay if I called you back at, like, 6? Cause I know that you. You. Like, you wanted us to, but again, I don't wanna make your life any more difficult than it has to be.

Yeah, but tomorrow would probably be better.

Okay. Too easy, buddy. Like, giving people the out, you know, like, if someone's in a really bad mood, like, they're not buying anything off you. No, but you can be cool. Yeah, like, it's. It's pretty easy thing to do. Like, even. Even. I've gotten, like, five minutes into a call before, and I can just tell they're a bit distracted and a bit, like, grumpy. I'm like, hey, man, you're right.

They're like, yeah. And I'm like, hey, dude, if you're having a bad day, I. I have them all the time. I'm in sales. You don't think I have bad days? Right? You know, it's like, I go. But again, like, my life isn't to make your. My job isn't to make your life difficult. So if we need to push this, reschedule this, like, dude, it's not a problem.

There's a lot of times where once you point it out, people stop doing it too, because they don't realize 90%.

90%, they just go, oh, no, dude, I just had this, this and this happen. But, like, you're like, I'm here. Don't worry. I'm good. You're like, all right, cool, man. As long as you're sure. Like, it's not a big deal either way, right? And it's just, like, giving people that option of, like, hey, man, it's cool. Don't worry about it. I think so often people are so worried about these frames and these, like, status plays, but it's like, dude, like, no one who's pissed off is buying.

It's like, how it works.

It's just, you know, people only hate by booze and drugs. Like, that's that that's the only time that's happening, right? So if you're getting like mad hostility, just like, oh, well, that's probably not going to work out, you know. But it doesn't mean that they're that person. It just means that in that moment. Let's see, I've been called by people in a bad time and it's like, for whatever reason I put you up the phone. And so, dude, like, bad time, like, yeah, cool, man. Like, and it's like, if, if they're like, like genuinely like this is a bad time, trying to then kind of keep them on the phone is not a great idea. But you also don't want to like hang up straight away, you know, I mean, so you want to like let them know that, like, hey, dude, I don't want to make it difficult. So like, you talk about this. When is. When is like when is a good time, you know? So just by like, and that means the person for it feels like they're getting options and they're just, you know, and it's like, it's just a longer game, you know, because again, I think so often in sales people just don't take into account that people have moods. Exactly.

They're people too, on the other side of the film. They, oddly enough, they are a person and they have a life. And so that, that's going to factor in. Uh, yeah.

And I, I think it's just, it's just ignored. And, and then, you know, like, like when you sell someone, like a part of it is your skill and there's a big part of it which is just like, is that person in a position or in a, like in a headspace to be able to receive the input, you know, because, you know, maybe they are, maybe they're not. And, and everything is designed around sort of like, you know, this one singular focus outcome of kind of like how do we, you know, either keep them on the phone or do this or do this or maintain status. It's like, well, none of that matters if they're just, they just blew a tire and their misses left them like they ain't buying.

Dude, it reminds me, this conversation reminds me a lot of when we have people. I know that people ask you the same thing all the time and they ask when. How do I get better at getting the wrong people off the phone? How do I get better at getting the wrong person off the phone? Like, I don't want to waste time with people. How do I get better at identifying the non buyers and I'm sure that you have your own thoughts there. What I've always told people is I've actually never thought that way. The way I. I'm just protecting my energy. If they start stealing my energy, like, they're. Like, they're in a bad mood, I address it.

You know, I try to move the call forward, and they want to keep the call moving forward. They're not taking the exits. Right. But they're taking my energy, and we're just going back and forth like my energy is too valuable. We're off the phone. But I'm not looking. I'm not looking for things to disqualify people. I'm only looking for qualifying and positive things.

Yes, that is a big one.

Like, a lot of people are looking to protect their time, protect their clothes, right? It's like, well.

You know, the only way you get a good close rate is by speaking to a whole bunch of people. You know, like, that's the big secret in sales is, like, time is like the number one trainer, you know? Yeah. So, you know, so. And. And a lot of people do that really early, which means that they just don't ever have difficult conversation. They don't ever have any difficult prospects. They either, like, lay down to nothing. Then you just never become that good, you know. So, yeah, your goal should be to just sort of, you know, get really good at your process. And the only way you can do that is to do it a bunch. So, you know, and the outcome is not reflective of the quality of the process, like, to some degree, like, you know, it is a bit. But in reality, if you can shit the bed and they still buy, or you can, you know, do it perfectly and they won't buy, which is the reality, then your process is just sort of, like, designed to pick up all the people who can. Who. Who can buy, you know, which might be, say, on the best day, It'd be like 60. So if you get, you know, half to three quarters of them, then that means you've done a very good job, right? Because there's, like, a small percentage of people that are probably gonna buy as long as you don't screw it up, right? And then there's a percentage of people who will never buy, no matter what you do. So, you know, if that's, you know, 10 and 10, there's 80% in the middle. And it's like, if you can capture, you know, a good chunk of them, then you're fine. And that's just really execution of. Of the process.

But there you Just you're never going to close it 100%. There's just no, there's no scenario where that happens. So just don't worry about that side of things and just get good at the process side of things, you know, and just be diligent about it. Like, you know, again, like the shooting analogy is so good because like a giant gust of wind comes, you know, you don't learn anything from that. You're just like, oh, that's random.

Yeah, it's just a giant gust of wind.

Yeah, it's like sweet. You can't predict.

Is interesting the. Because I actually feel like for a lot of people, they're trying so hard to sell good, good prospects that they actually, they, they actually do themselves a disservice and they take a good lead and they end up not. They, they end up being the reason those people don't buy. They screw it up. You know, you're trying too hard and you screwed up.

I only say 10 of people are like lay downs because it will piss some people off. But in reality it's more like probably 20.

Especially in like the direct response world. It's different like in other ones. But you know, most, most sales reps just the sale up.

Like they just do. You know, I listened to Kohl's and I was like, oh, it's a lay down lead and they didn't close them. It's like, how can it be leading that? Can it be a lay down if it's a cousin? But so well, because like you just did a terrible job. Like you just, you didn't listen and like of course I'm not buying from you.

Right the wrong environment. Yeah. Sometimes you just like reps people are looking for, especially in insurance where like people are looking for the insurance and they want the insurance and then they, the rep makes it feel salesy. Like the person feels like they're being presented to and then they say no because.

That'S what they think they're supposed to do. Oh, you're trying to sell me something. I need to think about it.

Yeah, Nobody just don't want to get bamboozled by the rep. Yeah.

Yeah. And it's like, oh, you just tried too hard. Like you didn't, you didn't have a connection with them, you know, because very early on in our script we had them go and get something to write with. Right. It's like literally a minute in and we say, okay, go ahead and grab a pen and paper and just let me know when you're ready. Yeah. And in my opinion, if somebody grabs that pen and paper, like, they're ready.

To buy, they're pretty serious.

In the middle of your day, random outbound call and you're a minute in and somebody just says, go grab a pen and paper. And I stand up and go grab a pen and paper.

That's pretty serious.

Pretty good. Pretty good. Pretty good buying signal, you know? Yeah. And like the fact that they don't say to go away pretty quick, you know, I mean, the fact that they're looking for insurance especially, it's the same as, like, you know, people are always looking for, you know, these magic pills with like, I reckon lead. Everyone thinks lead man leads a. I reckon they're awesome. You know, Like, I've been selling lead magnet leads for a long time. It's like, oh, but they're low intent. Like, no, they're not. They downloaded like they've gone through the funnel. Like, what do you want? Why do they have to book a call? Book a call? Doesn't, like, show a high level of intent? Like, it just doesn't, you know, I mean, the same way as applications, like 57 of applications are filled out incorrectly. Yep. So it's like there's nothing to glean from that. So people are DQing people based off their application. More than half are complete bullshit. I bet you don't know which ones.

No idea.

Like, you have no idea. I had a friend, they did a correlative study and it was like the people who answered the lowest income tier where the majority of their highest ticket buyers.

Well, that's hilarious.

And they were like, so we just got rid of the whole thing because the application was stupid.

That's pretty crazy.

Yeah, it's. Well, because like, real buyers hold their card close to their chest. Like, why would I give you all this ammunition against me? You know what I mean? Like, I want to understand, like, I don't want to get pitched a different price, you know? Yeah. Like, you know, it's like if you're asking for a better photographer, don't say you're having a wedding.

But they're going to charge you triple.

Yeah. Immediately.

Immediately. Whereas if you just go to a photographer.

Yeah.

We have an event on this day, this time. You know what I mean?

I would imagine with a lot of.

Say it's a renewing. You could say it's like a renewing of vows.

I'd probably charge you this.

I would imagine with a lot of those surveys that the people that put down that they're broke actually have money and the People that put that they have money are actually broke.

Yeah, for sure. Because like, also like the, the like in like income questions are hilarious because, like, it's not the whole story.

No.

So it's. It's like I make two grand a month, but I have $14 million in my account. I just don't have any income because I stopped working because I have money. Yeah. I mean, so it's like, what do you. What are you asking?

Yeah.

And yeah, I just think, like, people just get their they it up by having their heads wrapped around the wrong way. But. Okay, cool. I thought that was a good one. But there was some good inside there for peoples. If you guys like this, like, and subscribe, go over to Caden's channel. Check him out. What's your channel called?

Kaden E. Underscore Caden Sanchez.

The Dirty Sanchez.

Dirty, dirty.

I like it. And yeah, and if you want to get trained like this and. But me and Kaden head over. There'll be a link in the description for sniper insurance. And I just did a video on the top. The top industries to sell in 2026, and I rated insurance as number one because I think overall it's the best opportunity in sales. Like, as an overall, a lot of opportunities. There's pros and cons to all of them, and I kind of go through the top 10. But I think insurance, I think from a pros and cons standpoint, it's the best. Great.

So I never left.

Yes. Despite a lot of opportunity too.

All right, dude, have a good day and we'll see you in the next one. All right, see ya.