And do you almost like pick up the phone and think like, can I rack up a win here? Is that sort of the mindset?

You've hit the nail on the head.

And funnily enough, Sean, over the many years I've been doing this, I don't think someone's been able to describe it in such a good way.

Like that's definitely how I would describe I go into each session.

And I also love that you brought up mindset because whenever I work with people, you know, as I said, I train individuals and organizations.

That is like topic number one for me is if you can't master your sales mindset, you will never create the results that you want to achieve.

And to give people insight, and it's also playing into the whole Do you kind of set a target for yourself? Do you, you know, is it like a game? It really, I always write down on a piece of paper.

Yeah.

especially when you do for your clients, you need to educate yourself about that company, to know a lot of things that you can go and your team to do cold calls for them.

That is right.

And so when we look at mindset, when we're developing a script, you actually break it down into two components.

So the first component, because what you kind of acknowledged about the client preparation, understanding their business is spot on.

So that's probably step number one is understanding your products and services and in relation to what the prospects want.

So this is what's really key.

When a client starts with the promo, Donna, quite often I'll say, okay, you know, give me your pitch.

you will listen to just think about objections and use these tips and advice is what Ashley said you know this is going to be so useful for you when you decide to do more cold callings