We like to talk. And it’s really weird when you’re in a conversation with somebody and you do 90% of the talking, the chances of you walking away from that conversation going, man, I really like them. That was a great conversation. Or really, really high. this is why so many sales coaches have talked about this report thing, and it’s crap. It’s amateur level sales. It will. You can make 100 grand a year, no problem with rapport building. Maybe make 200. Okay, but if you’re having these great long conversations, realize this, your part of the conversation is for your benefit, not the other persons. And when you can, go, listen, I’m here to do a job. And my job is to learn their current situation. Number one, my job is to deliver. Get their attention. Then I’m gonna deliver an insight where they’re like, wow, that’s really useful information. Then I’m gonna let them talk and learn about their current situation. Learn to see if this insight is affecting them. Learn to see if my product can help them with the insight that’s affecting them. How much can it help them? How much money can they save? How much time can they save? How can they achieve. Achieve their goals and dreams and hopes and wants and needs? And you let them talk like 90% of the time. You will close two times more deals just by letting the other person do the talking.