The Wolf of Wall Street’s Secret Sales Method (Revealed)

[0:00]All right, so, how the fuck do you actually sell this pen? I've been asked this question like literally 1,000 times, probably 10,000 times. And in this video, I'm going to show you the exact method, a literal blueprint, to not just selling a pen. In this video, I'm going to show you exactly how to do this. It's a sales system that's so powerful, so effective, it will take any person listening to this video, and give you the basics, put you on the road to turning you into a world-class closer, who can sell anything to anyone, bottom line. And again, it doesn't matter what line of work you're in. Doesn't matter if you're young, old. Doesn't matter if you're struggling right now, don't have money, don't have anything to sell. You could be a business owner with something to sell and I want to show you how to sell 10 times more of it and actually feel a lot less pressure while you're doing it. Because the bottom line is I am going to show you how to explode your sales numbers, feel good about it, teach you how to help other people explode their numbers, and live a better, wealthier, more empowered life because of it. I am Jordan Belfort, the wolf of Wall Street. Let's get to it. All right, let's start with this singular thought. Forget about pitching product features. That's a loser's game. Now, I don't mean you're never going to mention the features of a product you're selling. But people don't buy the features, they buy the benefits. And by the way, if you just start off banging someone over the head with all the features that you have and you haven't built any rapport, you haven't positioned yourself the right way, there's a certain way you want to be perceived by the person that you're trying to close. If you haven't done those steps beforehand, then people are going to tune out, cut you off, hit you with objections, ask you questions, way before they have any right to. Another, they won't even know about your product. They won't know what the price points are yet, yet they'll be asking you questions and hitting you with objections. Why does that happen? Well, when I'm selling, I don't get hit with objections. I'll ask them to actually buy. In fact, I'm in complete control of the sale. Million dollar question is, how do I do that? And even more important, how can you do that? So let's take a step back, right? There's an old mantra that I've I came up with back in the 80s, believe it or not. I'm older than I look, right? And that mantra was, every sale is the same. I'll repeat that, every sale is the same. What does that mean? Well, it doesn't mean that people come in with the same needs, the same backstories, the same values, the same pain points, the same experiences that brought them into this moment, any preconceived notions or prejudices. No, no, people are different, but that doesn't change the fact that every sales the same. What I mean by that when I say every sales the same is that there are certain core elements that must line up in a prospect's mind before you have any chance of closing them. And I don't care what it is you're selling. It could be an offline product, an online product. It could be a high ticket item, a low ticket item. It could be a tangible product like a car. It could be an intangible product like a service. These same three elements must line up in the prospect's mind before you have any shot of closing them. And if even one of them is missing, then you basically have no shot at all. Now, before I reveal what they are, and I will reveal it in this video, so make sure you keep watching because they're very important. It's it's at the heart of what makes people buy. We have to go back a step. Because every sales every sale starts at a certain point, there's a starting point, right? So, when I talk about the straight line system, right? I want you to visualize a straight line, a long, thin, straight line, and imagine a big, thick X on either end. On one X is your open where the sale begins, and on the other side is the X's the close where the sale ends, either they buy or they don't. Because no matter how great you are, even by myself, by the way, I don't close every person I speak to. So when I say I can close anyone who's closable, and I can, that doesn't mean I close everybody. Because not everybody is closable. Some people shouldn't be closed for ethical reasons, and other people simply aren't right for your product, or simply have what's called a very high action threshold. They simply not going to take action in one call or maybe not at all. So there are those people who are simply never going to buy. What I mean when I say that you can get to the point, and you can get to this point quickly with the straight line, is that when you can close anyone who's closable, if you don't close someone, you'll know in your heart of hearts, you'll know in your mind that they didn't buy not because I didn't do my job well. I did the job perfectly. They didn't buy because no one could have sold and they weren't sellable. And when you feel that, when you truly know that, in your heart of hearts, it gives you the power up here between your is to know that sales now just becomes a numbers game. It's simply a matter of getting X number of people into my pipeline, making these killer presentations and you know what your closing rate is. So it doesn't matter whether they buy or don't buy if your closing rate is one out of five, then even the people who don't buy, you're like, oh, thank you. They paid me too. Because whether they buy or don't buy, you should divide whatever your commission is by five and the no is as good as the yes because it's a numbers game. But that's only if you master the craft of selling. So that's the first thing I want you to remember. It's very important emotionally that you get yourself to this point where you know you can close the deal. Once you're there, it gets easy. So with that in mind, what's the first step? Well, the first step is that you must take immediate control of the sale. See, what happens is this, if you are not in control of the conversation, which by default means the prospect is controlling the conversation, then guess what happens? Every sale becomes different. You don't know where the sale is going to go next because you're not guiding it down this path. You're playing reactive sales versus proactive sales. If you're in control of a conversation, then think about what that means. It allows you to essentially imagine how you want the sale to flow beforehand. How do you want to introduce yourself? What tonalities do you want to use? What type of intelligence gathering questions do you need to ask to find out if the person is even right for your product? If they're financially qualified, what are their pain points? Values that matter to them? What features matter? What are they really looking for? If you don't know those things, or if you're not in control of the conversation, you never will find them out. Because you'll be getting cut off, you'll be interrupted, and the sale will go nowhere. Every sale becomes different. In fact, the reason I said every sales the same is because when I was having this issue where I was closing at a 50% rate, my young brokers were closing at zero. They were getting cut off. They were getting interrupted. They were getting hit with objections right in the beginning of a sale before they any right to be hit with an objection. They hadn't asked for the order yet. That's when you get objections, right? But I wasn't getting that. Because I was in control and I realized that the difference between what I was doing and what they were doing was happening in the first four seconds of the sale. There was something in the way I was speaking, the way I carried myself, the tone of my voice, the pace of my words. What I was saying too, but really not that so much, it's how I was saying what I was saying. The tonalities I was using that people would hear it and they'd be like, whoa, this guy is not the average person. There's something different. And I looked at my brokers this magical day when I invented this straight line and what I said to them was this. I said, you have literally four seconds to establish three crucial things and I'll tell you exactly what they are. In the first four seconds, you must be perceived as being number one, sharp as a tack. You're sharp, you're on the ball, you're a born problem solver. You're not going to waste their time or yours. Number two, you're enthusiastic as hell. Enthusiastic, what you have must be good. Now, to be clear, I'm not talking about like over the top enthusiasm and yelling, oh my God, what I have is that's repulsive. I'm talking about something called bottled enthusiasm, which sits below the surface, is an urgency, a power in your voice that like, it could be a whisper. But that what you have is so damn good, so fucking good that it is just compelling people to want to learn more. So it's sharp as a tack, enthusiastic as hell, and number three, most important of all, you are an expert in your field. Sharp as a tack, enthusiastic as hell, an expert in your field. In other words, here's the deal. We have been conditioned since we're yay big to defer to experts. To people who we perceive to be experts. When we are in the position in in the presence of an expert, what do we do? We defer. An expert's earned the right to control the encounter. They've had whatever education they need, their expertise they need. So we defer. Think about it, when you're very young and you were sick, what did your parents do? They took you to a doctor. And when you walked in, even your own parents, you noticed, deferred to the doctor. The doctor dressed a certain way, he acted a certain way, he had diplomas on the walls and you were told by your parents in no uncertain terms that this is a man who's been to school that knows everything about making sick people feel better. It's almost like you felt better the second you walked into the office and he touched you. This was an expert. And when the doctor started asking you questions, what did you do? You answered them honestly and forthrightly, fully, right? You don't interrupt the doctor and say, well, tell me how long you've had this problem. Well, how long you've had your problem? No, the doctor has earned the right to ask you as many questions as he wants, as he wants, right? So this is your first experience. And imagine that when the doctor is done asking you all the questions, what did he do? What does she do? She says, oh, thanks for answering. Have a nice day. You know, what the fuck? What about the uh, solution? No. He will then say, well, based on everything you've told me and what I see in my examination, he'll do an examination. He then will either offer you a prescription, a solution, maybe even a surgery to heal you. And when he offers you the prescription, you don't say, I'm not taking that prescription. No, you take it. Very different than if you go on some funky website and they all put you some magic pills. You're like, I'm not going to be taking those pills, right? No, because they don't have the credibility. They're not experts. This started when you were very small, but it escalated over time when you were in school, if you were struggling in a subject, you hired a tutor. Struggling in a sport, your parents got you a coach. When you got older and you had to do your taxes, you sought out an accountant. When you had problems or wanted to start a business, you went to a lawyer. We seek out experts to help us solve our problems and eliminate our pain. This is a fundamental concept of life, and it's no different in a sales setting. So you must be perceived as number one, being sharp as a tack, enthusiastic as hell, and an expert in your field. What that really chunks up to in the mind of a prospect is you are a person worth listening to. And even one level above that, you're worth listening to because you can help them achieve their goals. You can help them get what they want, what they need, solve their pain point, whatever that might be. Here's the deal, people don't listen to you, they don't buy from you to get you what you want. They listen and they ultimately bite to get what they need to solve their pain. And unless you're perceived the right way, they will take control and you'll never have the opportunity to ask them the right questions to get real answers and to build that all important rapport, both on a conscious and an unconscious level. So that's it. That's the first step. Taking control and doing it by being perceived the right way. The million dollar question is how, right? Okay, so fair enough, makes sense, right? But how do you do that? How do you in a period of four seconds be perceived sharp on the ball, enthusiastic, and an expert? All at once in four seconds? Well, you say, hey, Bill, I'm sharp as a tack. I'm through. I'm an expert and like, what the fuck is wrong with this? People will laugh at you. The truth is, the right words don't exist. They just don't. Now, the wrong words exist. You could say, hi, I'm a moron. Nice to meet you. It's not going to go over well. So there are certain words you're going to say, right? And I'll hand you those words in a silver plate. They're very simple. They're basic, right? The magic's not in the words. The magic is in how you say the words, meaning the tonalities that you use, when you start speaking, and when you're in person, the body language and the tonality combined. So watch what we have. We have words, which make up about 9% of human communication, 10% more or less, right? You have tonality, which is 45%, and body language, which is 45%. And when you're on the telephone, that body language vanishes, right? Because they can't see you, but it collapses into tonality. And they'll actually make a mental image of the way they think you look based on how you sound. So that magic way of getting someone to perceive you the right way so you can take control is not really about the words you say. Words create what's called conscious communication. It's you're focusing on someone's words, you hear them, you're trying to work out the logical meaning of them, and that's important. So you can't say stupid things, right? There's one of the rules, by the way, of building rapport and and having charisma is not saying stupid shit, right? Separate issue, right? But far more important from this perspective of being perceived as an expert, sharp on the ball enthusiastic is your tonality. Now there are actually 10 core tonalities that we use with the straight line system. And I'll go through them very quickly here towards the end of this session here. So you own them, but there's a lot more to learn because these are just so fucking powerful. They they're literally tonalities like the secret language of influence. No, when you use tonality correctly and you say certain words, the person will actually hear additional words that you haven't said. For example, if I say to you, hi, this is Jordan Belfort calling from XYZ Company in New York. How are you today? They're like, oh, fuck. And Jesus, another salesperson. They know you're a salesperson, they hate your guts, right? They're yelling at their assistant, their secretary. How'd you let this person through the call if they got through the screen, right? They hate you, right? I would never do that. But that's what most cold callers or people that are on the phone do. Hi, watch, it's called the declaratives, declaration, sentences. Hi, I'm Jordan Belfort. Calling from XYZ Company in New York, right? Three declarations. How are you today? So how are you today means you know that I know that I know that you know that I don't give a fuck how you're doing today. It's just a perfunctory greeting that human beings have. How are you today? Like, I know, let's take today. I would never do that. So here's what I do, as I say, hey, it's a Jordan Belfort calling from XYZ Company in New York. How are you doing today? And they're like, I say, what? Now those are called phrasing declarations, phrasing the declarative as questions. Hey, it's Jordan Belfort, they're like, who, what do I know, Jordan? And suddenly they're saying, do I know Jordan Belfort? And they start searching their memory because you've asked it it's a question. From XYZ Company, uptown. They're like, what? Do I know XYZ Company in New York? In New York, right? And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right? The RAM, you get that spinning wheel of death that spins around until the computer sorts it out. It's exactly what happens in a person's mind. Their conscious mind at every person's mind included, the conscious mind is very little processing power. It can only understand so much. The unconscious mind has got unlimited processing power. So what you're doing is by putting on these tonalities very early, they're saying, when you're saying, hey, it's Jordan Belfort, you know me, right? Unspoken words, calling from XYZ Company, you've heard of us, right? In New York? Yeah, you know. And while their brain starts to spin and try to figure, do I know this person, then you're like, how you doing today? And you have this really nice upbeat green. They're like, wow, he really wants to know actually, it's not like this stupid how you doing today? How how you doing today? They're like, so what happens is by layering on these tonalities, it almost puts their brain into search mode. And they get that, you know, when the computer when you've maxed out the random access memory, right?