When you're actively listening, that's exactly what you're doing. You are not trying to think about what you're going to say next. I can tell just listening to a person by their breathing,. The sound of their voice, how much it echoes into their own throat and essentially what they look like. So this is not to say that cold calling is the most ideal because it's not. It allows you to spend two or three years building up this huge, huge pipeline.