Maintain Professional Appearance

building up trust my communicating with them trust has also built unfortunately by how you appear your your initial appearance so even I don't care what you look like give a level of trust where you feel clean-cut very professional you don't have to be in a suit and tie professional but you have to appear like you doing what you're doing and if you initially come up with a bad impression then you have a little higher hurdle that you got in and over yeah exactly and so and I mean they say in the first 10 seconds they've already made up in their behind what wasn't about summer are you so you know that's why you know I always try to keep it clean of parents keep the equipment is cleaned you can just spray them down you know they don't have to look perfect but you know keep them up keep them clean spray paint a little bit of it and you know you have videos on that I've watched you and I saw much I call them my 40-foot paint job that was their 40 feet away they looked okay but that's all it's about yeah exactly you know and then realistically another key component that I find is allowing the customer to do the talking mm-hmm because once you can shut up once you open up the door and they feel good to start sharing with you well guess what then you're going to have even a higher close rate and that's