Mark: By using these six triggers in every ad, sales letter, website, you quickly get people to go through the three steps of what? Speaker 2: [crosstalk 00:00:06]. Mark: Know you, like you, trust you. Now, okay, what are the expert authority? Liking, commitment, consistent behavior, reciprocation, social proof, and scarcity. Now, the thing that [inaudible 00:00:25]said was that he saw that these sales people used maybe one or two of these things when they did these sales presentations. And that got me thinking, you know, if you use one or two of these things together and it did so well, what would happen if you put all six of them together? I wonder what? And you know, when I started doing that, it was terrific. Because I was hitting more and more emotional, psychological buttons when I would talk to people or write them a letter, okay?