That brings me to a funny story. I sold insurance for several years, and my teacher was a master closer. He carried 12 marbles in his pocket. And each time the prospect said, NO, he moved one marble to his other pocket. Well, after 2 or 3 times, the prospect would ask, What are you doing with those marbles? His response was always the same. I move one marble from this pocket to this other pocket each time you say, No. And, as you can see, I still have a handful of marbles.