For me, I started the insurance industry as a part-time cold caller. I literally had a phone and a phone book, and I sat and made calls every day. So I have heard about every objection that there is to hear, and I have really developed my key phrases and my scripts based off of that. I do have a really good track record of if I can get somebody to answer the phone, I can 99% of the time get them to say yes to a quote. I think a lot of that is just the personality that you portray and the way that you handle the client. Again, I take a very laid back, fun approach with the client that makes them feel like they're talking to an acquaintance or somebody maybe that they've known. And I try to help teach this to anybody that I'm training, is just talk to them like it's somebody that you know. I feel like if you're more laid back, they don't feel as pressured. They don't feel like you're prying as much when you're just asking the same questions but in a conversation form.