Joe Crisara

Does that make sense?

You have to get rid of the discretion of like, I think I'll do financing as an afterthought.

Financing is not an afterthought.

It's the primary offer that we should be doing in the service industry.

Well, you know, there's all kinds of methodology to try to connect with people.

You probably heard of form.

Those are kind of shortcut ways, like a beginner's way to connect with family, occupation, recreation, and material possessions.

So it's like, and that's a good kind of like a kindergartner's way of doing it, honestly, because the problem is material possessions and all the rest of it there,

It's like a thing that's risky if we just praise them.

So instead of praising the family directly, which is judging people, praising the occupation or whatever, so you shouldn't be going directly at the family, occupation, recreation, or material.

You should be praising the effort of the people who worked hard to get that new boat or to get this new house.

It's not the house.

It's the consumer or the family, the husband or the wife, who had to work a lifetime to get the dream house they own.

It's the effort they made to do that.

So magic moments begin with praising something that's real.

The only thing we know is real is the effort it takes to coach your kids to the league team, the effort it takes –

to spend time with your son uh in boy scouts the effort it takes to um you and your wife going on that vacation and blocking that time together it took effort to do that so praising effort is the only thing that's not risky the other stuff when you praise it directly hey nice nice nice car you got yeah i'm gonna sell that piece of junk or whatever it could turn into that kind of a thing right so you know uh you have to know the four i do agree with form

However, I agree, I really feel like it's not praising those things directly because remember, family, occupation, recreation, those are all things that are, those are things.

People are more important than things, Tommy.

Does that make sense?