Tony Hody

And, you know, so we built a really good rapport through that.

And then on the way home in the canvassing van, we hit a deer.

And it was a pretty funny story.

Get on a proven process, a disciplined process.

A lot of people think, if you look at the in-home sales process as one example, you'll get people that say, well, I don't do all that stuff.

I don't high pressure my customers.

And what it really boils down, nothing to do with that.

They just don't want to be disciplined.

They want it loose so they can't be held accountable, you know, and that's a problem.

You know, it's the same thing with answering the phone.

You know, oh, I don't follow a script.

You sound like a robot.

You don't have to sound like a robot.

You know, you can sound great and prepared, you know, having a process that's defined.

It's just a matter of being disciplined.

And so it's, you know, they try to make it either or, you know,

either you're high pressure or you wing it.

No, there's a way to be in the middle where you're not high pressure, but you're highly disciplined and you get results.

You know, I was in a call center in Tennessee, and I was sitting next to an incredible seasoned call center agent, and this individual was scripted, okay?

But because he knew the script so well, when the dog barked in the background, he said, what kind of dog was that?