Paul Mark Morris

and repeat it back and repeat it back.

And it's not, it's not just like sales, you know, manipulation or whatever it is that the person's going to feel heard.

And then when you're in a position of selling something, someone is going to believe a small fraction of what you say.

However, people tend to believe everything they say.

So I'll give you an example in my business, which is the brokerage business.

And so if I were meeting with your friend John, and I know he moved, but I think he was at, well, it doesn't matter.

He's at Firm X, okay?

I know that Firm X does nothing to help him with his business.

And if I go, oh...

john you're such a great realtor you do such a great job and you're with firm x they they just don't do anything for you i know that it it creates this opposition um and then he wants to tell me all the things they do for for him even though they don't actually do it so instead i say wow you're you know you're a great realtor which is true and you're a great businessman that's also true of john and i i'm just curious

what do they do to help you grow your business at FirmX?

And every single time he's like, they do absolutely nothing.

So them saying, you allow them to say it.

So as I'm writing all these things down, I'm getting your requirements.

And let's say there's requirements one, two, three, four, five.

And I've written down exactly what you said.

So to be clear, what you want in a pen is you want it to be non-smudge.

You want it to be special.

You also would like it to be not overly expensive so you don't have to worry about losing it.

You want it to have some weight so it writes nicely.