00:00And concluding the call, you're still in the now like a boxer. You drop your chin for one second, you're
00:05out. You really need to be pacing this thing and being in the now. I know you got your questions
00:11prepared, but it doesn't matter. There's always zig and zag. Someone could make an expression over the phone that you
00:17could hear that could give you a positive reinforcement to let you know you're on the right track, or you
00:22might have left a door open.
00:25And I always believe when the conclusion is to repeat things in military alphabet, because why am I assuming your
00:31email address? Imagine the bounce back embarrassing phone call when you have to call back. No, no, people like military
00:38alphabet. It sounds kind of cool. And it's a great way to spark up other conversations.
00:44So I've also seen phone calls that were supposed to be ending and tying in the bow and going goodbye
00:49that lasted another five minutes because of Memorial Day weekend and you're throwing out military alphabet.
00:55And so there's a thousand examples I can show you to prolong conversations, but I believe that if somebody sways
01:02with the wind on these, allows you to contribute, me to two listen, one speak, there's an excellent chance to
01:09manipulate the time to last 10 to 15 minutes with all of your confirmation and positive escalations.
01:18And then maybe, and it's nothing personal, Mike, but maybe in the middle of the phone call, you refer to
01:24yourself in third person by saying, hey, Mike, at the end of this call, you're going to say, Richard, you
01:28answered all of my questions.
01:29I politely reminded you with, hello, my name is Richard. So now you would be name dropping me immediately after
01:36that, which is kind of suspicious because you forgot my name.
01:38And now we know we really connected. And so these are some of the things that people in the moment
01:45can find their balance, know when to take and to put in and create excellent communication strategies.
01:52And that's what we try to do here, my friend, is to get people just a little more self-confidence.
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