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MO DULE 3

The Commitment Step

SIFU DAN LOK: So, here is some of the questions I like to use to close.
Never ask for the sale because it’s better to receive
than to beg. Okay? So I don’t like to say, “You want to
buy now?” No. Different ways of ... And I can talk about
many, many different ways of close. I prefer something
simple as just one couple questions. What would you
like to do next. Say it with me. What would you like to
do next? Where should we go from here? What would
you like to do?

You see, all those three questions, it puts the

responsibility back to the prospect. So it’s not, “Hey,
what we want.” It’s about what they want. And let them
make that decision, let them have the final say. Let
them have the final say. And sometimes, what we like
to do is I’m going to teach you another technique. It’s
called verbal agreement or verbal handshake. Write
it down. Verbal handshake. Desmond, can I quickly
demonstrate? Just you and me.

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DESMOND: Go ahead, Sifu.

SIFU DAN LOK: Yeah, so after we’ve done all the closing and all that
stuff and now I’m going to ... So, Des, what would you
like to do next?

DESMOND: I don’t know, Dan. If you say this is as good as it is.

SIFU DAN LOK: Let’s pretend it is. What would you like to do.

DESMOND: Let’s do it, let’s go ahead.

SIFU DAN LOK: I’m sorry, what?

DESMOND: Let’s go ahead, yeah, I’m committed to doing this.

SIFU DAN LOK: So right there, I’m sorry what, that’s a verbal handshake.
That I heard him the first time but I want him to say
it again. It’s a verbal commitment. It’s like a double
commitment, a confirmation. So I like to do that a lot,
I’m sorry, what? That they might say, “Well, let’s get
started.”

I’m sorry, what? Pardon me? Yeah, let’s get started. And
then they raise their voice, that’s a verbal handshake
right there. It’s a very, very powerful technique, I like to
do that a lot. And sometimes, I might say it a couple of
times. I might have some fun say it one time, two times.
I’ll demonstrate just one more time. So Desmond, one
more time.

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SIFU DAN LOK: So, Des, where should we go from here?

DESMOND: Well, Dan, you know, the money is tight but if you say
this is going to work then, yeah, let’s go ahead and do
this?

SIFU DAN LOK: Are you sure, because it’s okay to say no.

DESMOND: No, let’s do this. I really need to get this done.

SIFU DAN LOK: I’m sorry, what? I just dropped my phone, one more
time?

DESMOND: Yeah, let’s do this, let’s go ahead and do it.

SIFU DAN LOK: Okay. Boom.

DESMOND: Boom.

SIFU DAN LOK: So that’s like multiple times. Right there. Okay? So very,
very powerful. How am I going to try this during role
play?

DESMOND: This works so well with my kids, even.

SIFU DAN LOK: It works. It works. It works. Right?

So commitment step. Now, always remember that

prospects lie. Prospects lie all the fucking time. Right?
Could be the lower self, could be fear, scarcity, whatever

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it is. They’re lying. So don’t take things so literally. Don’t

believe what they say just because they say, “Yeah.”
You know, how people sometimes, there’s an open
house, they’re looking for property, “I’m not looking for
property, I’m just browsing.” Actually, they are looking
for property but they’re lying because they’re afraid
that you’re going to jump on them or they’re afraid that
you’re going to try to sell them stuff.

How many have done that before. Even you, even

us. We were looking to buy a new suit, a new dress,
we’re walking to the clothing store. The sales person
comes, “Can I help you?”, “Oh, no, no, no, no, I’m just
browsing.” Actually, no, you need that suit by tomorrow.
But you’re like, “Oh, I’m just browsing.” Right?

So, knowing that prospects lie all the time. So be very

careful, even with Danny’s ... That role play that she did.
[inaudible] eight million dollars. Desmond didn’t say,
“Oh, yeah, you can definitely afford, for 2,500 bucks
for HTC. What do you need to think about? You make
seven to eight million dollars, come on.” That’s not how
you close. Okay?

Even though they may be able to totally afford it, don’t

assume. Don’t assume because the value that she
places on investment money, you don’t know. You don’t
know. So for her, so Danny played a good part where,
“Oh, that’s a lot of money.” Now, although it’s a come
one, like seven to eight million, 2,500 bucks, what are

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we talking about here? But, don’t project your own

value onto the prospect. It’s always.

Sifu Dan Lok: So Desmond uses that, I like to use that.

People ask you how much you charge, I like to say, “A
lot.” A lot. In fact, I’ll just quickly role play, very quickly.
So Des, you and I, just quickly.

DESMOND: Okay.

SIFU DAN LOK: Sifu Dan Lok: Go ahead, ask me how much this is.

DESMOND: Dan, can you share with me, how much is this program?

SIFU DAN LOK: Yeah, a lot.

DESMOND: Oh, how much is a lot?

SIFU DAN LOK: From what you’re doing now, 25k.

DESMOND: Wow. Okay.

SIFU DAN LOK: That’s a lot of money. You’re probably not comfortable
spending 25k. Are you?

DESMOND: Yeah, you know, I just paid a whole bunch of bills. Ah,
man. Is that all due right now, do I have to pay all of that
in one shot in US dollars?

SIFU DAN LOK: What do you mean?

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DESMOND: I mean, do you guys take a deposit or anything or do

you guys split up some of the payments or something?

SIFU DAN LOK: Are you talking about some kind of a payment plan or
something like that?

DESMOND: Yeah. You know, if I could split it up. I mean, I really want
... I don’t want to lose my spot, I want to get in. But, I
just don’t have 2,500 right now, it’s a little bit tight right
now.

SIFU DAN LOK: It’s 25,000.

DESMOND: Oh, shit. 25,000. Oh my God, okay, yeah. Shit.

SIFU DAN LOK: Well, Des, I get the feeling I don’t think we’re going to
do business today. Before I go, any questions?

DESMOND: No, no, no, no. I mean. Ah man, is there a way, like I
said, is there a way we can just break these up? I mean
would you guys accept that?

SIFU DAN LOK: What would you be comfortable putting down to show
a commitment?

DESMOND: I got a $1,000 right now. And I can probably see if I can
get a line of credit or you know, get some financing on
my home right now.

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SIFU DAN LOK: Like, 1,000. Are you talking 1,000 a month? That will
take 25 months to -

DESMOND: I don’t know. I’m not saying 1,000 a month. I could put
1,000 right now to show you I’m serious.

SIFU DAN LOK: Okay.

DESMOND: And then I just need maybe like a week or so to speak

to my banker and see if I can get a line of credit or
something.

SIFU DAN LOK: And what if the banker says no?

DESMOND: Well, I know I’ve got pretty good credit. I just haven’t
asked for it recently and you know, our house, the
value’s gone up. So I might be able to refinance the
house or something and get some extra financing.

SIFU DAN LOK: You’re sure you want to refinance to do this, that’s a big
commitment? You’re sure you’re comfortable with that?

DESMOND: You know, I know I need to take this, I need to do this

for my business. It is a lot. I might even have to talk to
my wife. But you know, it’s something I want to do.

SIFU DAN LOK: And if you were to talk to the banker, how much you
think you would be able to get from the bank?

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DESMOND: Well, you know, I think our house has gone up by about
an extra 100,000. So I probably take the full amount if
they allow it. I’d pay off some debts, we’ve got some
other credit card debts as well. Some repairs that need
to happen on the house as well. And I’ve got to pay
some outstanding bills and stuff like that.

So yeah, I think I would have the full amount. But you

know how banks work. It might take a couple of days for
them to process it.

SIFU DAN LOK: And you say you’re comfortable putting down a 1,000
just to hold your spot?

DESMOND: Yeah, I can do that right now.

SIFU DAN LOK: And throughout this program, and this is a eight week
program, how much time ... because we were talking
about earlier that you are making about 100k a year
right now. And you want to basically double that by the
end of the year, right?

DESMOND: Yeah.

SIFU DAN LOK: How much time, realistically, with everything that’s
going on, you can devote this. Because I don’t really
want you to join a program if I don’t think you can
commit, right?

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DESMOND: Yeah, and I know what you mean. I manage a team as

well, too, and I’m the same with my guys. You know, I’m
pulling in a lot of overtime and extra hours right now.
But, you know, again, if I have to burn the midnight
oil and stuff like that just to get this done then yeah ...
because I’m not getting any younger either, right?

SIFU DAN LOK: Right, right. So you’re comfortable putting in ... Because
the class is usually evening. And could be a few hours
long. And there’s some assignments in between. It’s
a big commitment, right? Because whatever you’re
investing, I don’t want this to be a cost. I want it to be
an investment for you.

DESMOND: Right, right.

SIFU DAN LOK: Where you’re investing in yourself, you’re not investing
in us, you’re investing in yourself and through us. So you
have a skill that will serve you for the rest of your life. Is
that what you’re looking for?

DESMOND: It is. You know, and I know it’s going to take time. I’ve
gone through courses, I’ve taken certifications before.
It’s never easy. Obviously, I will have to sacrifice some
family time and maybe some sleep as well but you
know, I know that if I do this I can double that income, it
will make a big difference for us next year.

SIFU DAN LOK: Okay, so I think here’s what we’ll do. I’ll hold your spot,
I’ll take just 1,000 on deposit. And you said you’ll talk to

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the banker and you could get back to me roughly about

what, a week? Two weeks?

DESMOND: Yeah, today is Thursday, I’ll make an appointment

tomorrow, I’ll find out the details of how long it takes.
But, I’m pretty sure I could get approved. We’ve got the
house as collateral and then my wife as well, too. She’s
working, right. And then I think once we get approved,
it’s just a matter of doing a wire transfer or money order
or whatever you need.

SIFU DAN LOK: And Dan’s course is starting next week. So what I’ll do I
take down the deposit and I know you talk to the bank.
What I’ll do is I’ll send you a simple link and you can pay
through there. Des, if I don’t hear for you in a week, I’ll
take that as a no. Then I’ll just take that you’re not going
to move forward, Des, I’m just going to refund your
money.

DESMOND: I understand, I understand, yeah. No, I’m definitely

doing this.

SIFU DAN LOK: Okay. So I’m not going to chase you and things like
that, you know that, right?

DESMOND: Yeah, I understand.

SIFU DAN LOK: Okay. So what’s your credit card number?

DESMOND: It’s four five zero zero.

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SIFU DAN LOK: Boom. Off the role play. Put in the chat whatever you
learned. Right, it’s asking questions, very smooth. I’m
still qualifying him. I’m pushing the way. Right? I’m not
trying to ... No, I’m saying, “Talk to your banker, are you
sure, how much could we get? You sure you want to do
this?” There are a lot of…

You can see when there’s a lot of scarcity, in this case,

yeah, because Desmond has to talk to the bank and
all that. My intention is to close the sale. But, the way
to do it is not by pushing him. The way to do it is to
show him the possibility and the most powerful way to
close someone, I can tell you this, the most powerful
thing to do, usually, is not just giving them the picture
which is very, very nice. It’s giving them the vision that
they cannot have, they cannot have imagined is to
demonstrate to have them in their mind understand
what is the cost of not doing this.

What’s the cost of not taking action. That’s what I love

to do. So, it’s, in this case, the same thing. What’s the
cost of ... Now, I don’t say it directly. Do you know
what’s the cost of you not doing this? Do you know how
much is that costing you? You’re not going to have your
free time, you’re not gonna spend time with the kids.
No. By asking questions with finesse, they will see it.

So, let’s just go back and do just a little bit more role
play because I want you to get...
Are you learning from this?

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DESMOND: Desmond: And then Sifu, I, too, I forgot to give a

disclaimer. Remember when we were doing the agenda
step? I just want ... We see this every season, don’t copy
-

SIFU DAN LOK: Oh no, big warning, disclaimer, do not copy that, you
will fuck it up.

DESMOND: Yes. Don’t do it. I can do it because I’ve been doing it

for years and Sifu has empowered me to put me in that
role where I’m his Executive Director so I come with
already some rank.

SIFU DAN LOK: Some authority.

DESMOND: Yeah, there’s a lot in the email and the lead up to it and
the way the calls book, there’s a lot of authority with it.
Right? For you guys, you can come on. Again, this is a
dance. It’s not where you just follow it script by script,
okay? If the prospect coming on is a little bit happier,
you can still be that doctor and the prospect, again, you
never hear doctors coming in at someone saying, “Hey,
how is it going?” Or, “I only have 30 minutes, so this is
how it’s going to work.” Right? They don’t do that.

The easiest for all of you is just remember, put yourself

in the frame that you’re a doctor. Someone’s coming
to you and you’re listening to them and asking them
questions, but you do have to respect my time and here
is how this is going to work. Okay, I’m going to ask you

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a couple things, I’m going to check you, I’m going to

ask you to sit on the bed. I’m going maybe ask you to
pull up your shirt, I’m going to listen to your chest. It’s
that sort of mentality.

DESMOND: So just go with that. We gave you some examples of

what I do, what Phong does and also maybe a slightly
different version where I’m a Pearl. So hopefully you
understand that it’s a dance. Okay, back to you Sifu,
let’s do the role play.

SIFU DAN LOK: Yeah. So, I was talking about how the way that
Desmond does it, I’m going to teach you ... I’m not
going to teach you, I’m going to demonstrate this.
Don’t do what I do. I’m at a point where I actually like to
close sales with fewer words. To me, it’s like a game. If
I can use fewer words, like people use, they say, I don’t
know, they use 500 words. I want to see if I can close
with 50 words, 100 words. That’s the game that I like to
play. Right?

You see how Desmond sets the agenda? Okay, I’ll do it

the way that Des it, I’ll do it slightly different. Then I’m
going to do it the way that I do it. Okay?

DESMOND: Okay.

SIFU DAN LOK: To see the difference. So let’s just go back to the
agenda step very quickly.

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DESMOND: Ring, ring, ring.

SIFU DAN LOK: Yeah, so we’ll just jump into it. We don’t need to ring
ring ring. We’ll just say, “Hey, Des, I’m glad that we are
having this conversation today.” Before we get started,
can you do me a favor?

DESMOND: Yeah, sure, go ahead.

SIFU DAN LOK: Can we make a simple agreement, Desmond, that by

the end of the conversation that there are three things
that you can say to me. Number one, you could say,
“Yes,” and you believe that our company is the right fit,
is the right company to help you to solve this particular
problem. Or, you could say no. And I want you to know,
it’s perfectly okay to say no to me.

DESMOND: Okay.

SIFU DAN LOK: Sifu Dan Lok: And the third thing that you could say but
I don’t want you to is I want to think about it because
usually, when I hear that it means there’s a no but
usually clients and prospects, they’re trying to be polite.
Can we just agree on that before we get started?

DESMOND: Yeah, sure, that makes total sense.

Yeah, I agree with that.

SIFU DAN LOK: Okay. So walk me through a little bit about your
business and what you’re looking for.

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DESMOND: Bla bla bla bla bla.

SIFU DAN LOK: Bla bla. Boom. See, that’s agenda, slightly different tone
but I set the agenda there you could totally use. I’ll do it
now the way I set the agenda. I can set the agenda, you
can see, with one line. Just one line. Okay. Just with my
tonality, I set the agenda. Now you can ring me.

DESMOND: Ring, ring, ring, ring.

SIFU DAN LOK: Dan Lok speaking.

DESMOND: Yeah, hi, Dan, this is Desmond.

SIFU DAN LOK: Oh, hey, Desmond.

DESMOND: Hey. Yeah, Dan, basically, I watched the webinar and I’m
really curious to find out about this high ticket closing
program.

SIFU DAN LOK: Okay. And what were you hoping to get from me
today?

DESMOND: Well, you know, I’m hoping to just maybe find out a
little bit more about what’s involved in the course and
maybe how much do I have to pay for it, and stuff like
that. You know, what happens after I graduate?

SIFU DAN LOK: Pause, out of the role play. I’ve set the agenda already.
Right there. I don’t need to set the agenda doing all the

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... My tonality, my one line, I already set the agenda how

this is going to go.

SIFU DAN LOK: Do you see the difference? I could do very little. Very
little. So that’s what I like to do. Sometimes, I even say
something like ... I’m going to say, “Hey, Desmond, can
you do me a favor?”

DESMOND: Mm-hmm (affirmative).

SIFU DAN LOK: Could you tell me no upfront if this sounds like we’re
not going to do business today?

DESMOND: Yeah, sure.

SIFU DAN LOK: Boom. Would you do me a favor? Would you do me a

favor and tell me no upfront if it appears that we’re not
going to do business today. When was the last time you
hear a closer says that?
Desmond: Very disconnected, right? You’re not
attached to the sale.

No, no. Right? So those type of things, when I was role

playing with Desmond, I used this particular line. I get
the feeling that we’re not going to do business today.
Have we finished? Huh, what? He’s like, “No.” What’s
going on? Right? You know what? It doesn’t sound like
we’re going to be doing business today, Desmond.
Should we get off the phone? You reject the prospect,
should we get off the phone? Are we finished? Should

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we go? Should we hang up? Right.

It’s like, whoa whoa whoa whoa whoa. What’s going on?
Right? Here’s another one that I like to do sometimes,
doing the objection and this and that where, again, this
is my way, don’t try to copy it. You got to have a lot of
training, tonality and just certainty to pull this off. Right?
Because if you don’t do it right, it’ll come across rude
and you piss off people. There has to be a way, just
the right amount of the tona- ... The right amount of
conviction, right?

Here’s another one. Just one more and then I’ll move
on. Let’s say Desmond you want to move forward with
25k but you’re just struggling with money and just on
the fence, okay?

DESMOND: Got it. Okay. 25 is really a lot of money.

SIFU DAN LOK: It’s an awful lot of money.

DESMOND: Man. How do the other students afford it?

SIFU DAN LOK: I don’t know. How do you think they afford it?

DESMOND: Man, I don’t know. You know, I’m not sure ... I guess this
probably would help and work but that’s a lot of money
to put in.

SIFU DAN LOK: Sifu Dan Lok: Yeah, and Desmond, before I get off the

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phone, just a quick question, why do you think they pay

us that kind of money?

DESMOND: Desmond: Well, you know, I’m not trying to end the
call, but I think, I guess because it works. People go to
you-

SIFU DAN LOK: Sifu Dan Lok: I’m sorry, what? You said?

DESMOND: Desmond: Because it works, right? I mean people

know that you can mentor them and help them get
results, right?

SIFU DAN LOK: Sifu Dan Lok: And you think it works or you know it
works?

DESMOND: Desmond: You know, I don’t know for sure but

obviously the results ... There’s people that you are
mentoring and they are succeeding so it obviously
works.

SIFU DAN LOK: Sifu Dan Lok: But is it going to work for you?

DESMOND: Desmond: I hope so. You know, I really would love to.

SIFU DAN LOK: Sifu Dan Lok: You don’t sound very certain.

DESMOND: Desmond: Yeah, just maybe because I’m just kind

of nervous about the amount. If I do this, I could be
probably bankrupt if this doesn’t work. You know, that’s

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all I got. That’s my last shot.

SIFU DAN LOK: Sifu Dan Lok: And how can we make sure that this works
for you? What can I do to support you?

DESMOND: Well, you know, just help me to make a return on that

investment, first of all. And then after that, show me
how I can continue so that way my family doesn’t have
to keep suffering. We’re not always behind on payments
and other things like that.

SIFU DAN LOK: And when you say return, what kind of return on
investment are you looking for? You’re looking to invest
$25k and then make how much?

DESMOND: I’d be happy if I just made the 25,000 back. Obviously, I

know it’s more than that.

SIFU DAN LOK: You know what? Then that’s when you shouldn’t join.

DESMOND: What do you mean?

SIFU DAN LOK: Because if you make the 25k back you’re back to where
you are today.

DESMOND: I would love to make more.

But I just want to make sure …

SIFU DAN LOK: Paint a picture for me. How much more?
Let’s say 12 months from now.

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DESMOND: Oh, at least an extra zero. So you know, 100,000 more

on top of my income. And it’s more for the stability
for the family, right. But I would love to double that
number. Yeah.

SIFU DAN LOK: And if this program was able to help you generate a
100k in the next 12 months, how would you feel about
that?

DESMOND: I’d be very, very satisfied, I’d be very happy. You know,
and everything will start moving forward again.

SIFU DAN LOK: And then what will happen next?

DESMOND: I’d be Dan’s number one mentee, I’d be recommending

people to his program and-

SIFU DAN LOK: A lot of people, they say they’re going to be Dan’s
number one mentee, but usually it’s not talk.

DESMOND: I’m one of those guys. If I say I’m going to do

something, I’m an old-schooler.

SIFU DAN LOK: You’re not one of those guys who just talk and don’t
take action, right?

DESMOND: No, I take action. I take action.

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SIFU DAN LOK: You know what? You do sound like an action taker to
me and I know how important this is to you. What shall
we do?

DESMOND: Oh, you know, Dan, I want to do this. I want to do this.

Just please, just help me hit those targets. I will put in
all my work.

SIFU DAN LOK: Because Des, I don’t want you to do it because I asked
you to do it, I don’t want you to do it because Dan
asked you to do it. I want you to do it because I want
you to say you want to do it.

DESMOND: I want to do it. I want to do it.

SIFU DAN LOK: And you’re committed to attending a class and then
implementing what you learn?

DESMOND: Yes.

SIFU DAN LOK: And do everything you possibly could to hone this skill,
right?

DESMOND: Yes, absolutely. I have to. I want to.

SIFU DAN LOK: Okay. Pause, off the role play.

So, again, it’s not one thing. We did many, many, many,
many things. We did many, many things. That’s how
my closing call usually goes. Of course, I don’t get on

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the phone to close an amount that small anymore. But

that’s how it goes. Does that sound like Sifu’s begging?
Does that sound like I’m so desperate? Does that sound
like I’m after the commission? Do I sound anything like a
typical sales person at all?

That’s high ticket closing. You can see after Des made a
decision, after he said, “Yes,” it’s a relief. You can see if
this is a real life scenario, after he made the decision, it
would be a relief for him. It would be like, “Okay, finally.
I’m doing something to better my life, to better my
family’s future.” He’ll be so thankful, he’d be so grateful.
That’s why I said, high ticket closing is not something
you do to a prospect, it’s something you do for him.
But he cannot see him, he’s afraid, he’s on the fence,
he’s got a lower self, he’s got so many things that are
holding him back, mentally.

I need to help him overcome that. Not by twisting his

arm, not by convincing, by showing him the possibility.
But at the same time, showing him what does it cost
him if he doesn’t do it. I want his commitment, I want
his decision. And multiple time I said, “You know what?
If you’re not sure, you don’t have to do this. That’s okay.
If you can’t commit a time, then don’t do it.”

I need him to sell himself, not for me. For him. Because
what’s the point of me closing the sale if he’s not going
to show up, he’s not going to do the work, he’s not
going to put in the effort and learn? Then I’m doing him

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a disservice. I want to rather find that out upfront. And

I don’t want to take his money. You’re not going to do
the work, I don’t want the money if you don’t do the
work.

You see the difference? That’s how I sell. That’s exactly

how I sell. Now, sometimes, the prospects, they would
give you smoke and mirrors because they lie. So you
can use some of these clarifying questions where
they’re dancing around the issue. Sometimes it’s in the
middle or near the end. You can say something like,
say it with me, “What would it take for you and I to do
business today?” I love this question.

What would it take for you and I to do business today?

Sometimes, I notice especially when you are talking
with a Ruby and the Ruby is giving a lot of information,
different things. And they would be like, “Okay this,
I’m thinking about this and this plan.” You know what?
Those are great things. Mr. Prospect, what would it take
for you and I to do business today? Oh, well, actually,
what I need from you just this, blank. Okay.

And suppose I could give you that with 24 hours,

what’s going to happen next? Oh, then we’re going
to move forward. I’m sorry what? Oh, we’re going to
move forward. So simple. So simple. What information
do you need from me in order for us to move forward?
Desmond kind of tried that on Danny a little bit. So
what do you need? Oh, I want some testimonials. Okay,

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how many? Three. Okay. You know what? Would five be

enough? And suppose I could give you five testimonials
and you like what you see.

What will happen next? I want to get rid of smoke

and mirror. What information do you need from me
in order for us to move forward? And let’s pretend I
could give you A, B, C and D. So then the truth comes
out. Then they might say, “Well, even if you give me 10
testimonials, I can’t afford this.” Well, then it’s not about
the testimonial now, is it? It is about the budget. Then
let’s talk about the budget, right?

Here is another one. This works very well with Ruby.

Ruby like this: “Let’s bottom-line this” Ruby loves it.
Let’s bottom-line this. Business people, let’s bottom-
line this. What has to happen today, what has to happen
in order for us to do business today? Period. The
talking, we’re talking deal ... You know what? Mr. CEO,
let’s just bottom-line this. What has to happen in order
for us to do business today?

And sometimes, sometimes, they will just say, “Oh,

actually nothing, we can move forward today.” You’ll
be surprised. When you ask them this stuff, they’re like,
“Actually, no, nothing, I think we’re ready to go.” Boom.
They are very direct and boom, you close the sale. Very,
very simple. How many of you like these questions?
Getting rid of the smoke and mirrors, right? Just cut
through the noise and right there.

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